Samsara (NYSE: IOT) is the pioneer of the Connected Operations™ Cloud, which is a platform that enables organizations that depend on physical operations to harness Internet of Things (IoT) data to develop actionable insights and improve their operations. At Samsara, we are helping improve the safety, efficiency and sustainability of the physical operations that power our global economy. Representing more than 40% of global GDP, these industries are the infrastructure of our planet, including agriculture, construction, field services, transportation, and manufacturing — and we are excited to help digitally transform their operations at scale.
Working at Samsara means you’ll help define the future of physical operations and be on a team that’s shaping an exciting array of product solutions, including Video-Based Safety, Vehicle Telematics, Apps and Driver Workflows, and Equipment Monitoring. As part of a recently public company, you’ll have the autonomy and support to make an impact as we build for the long term.
About This Role
This role will join the New Products Sales Strategy org to lead our BizOps & Strategy team. This role will partner closely with our Specialist Sales Leadership and cross-functional teams to shape a deep end-to-end understanding of our business across our new products portfolio. They will drive the vision and prioritization for how to scale a specialist sales organization over a multi-year horizon, build the infrastructure to shape our global executive reporting and success criteria, drive executive and c-level narratives on new product and specialist performance, and own / drive strategic initiatives across our team and cross-functional partners. This role is the trusted thought partner of our sales leadership as well as being seen as the business and strategy expert by our executive leadership team and cross-functional stakeholders, and will oversee a team of analysts as a people manager.
This role will be cross-functional, working closely with leadership from across the business to develop long-term sales strategies, assess market needs & gaps in current products, systems, etc., align on cross-functional investments and AOP annual planning, and manage in-year execution and track progress over time.
This is a remote position open to candidates based in the United States.
You should apply if:
You want to impact the industries that run our world: Your efforts will result in real-world impact – helping to keep the lights on, get food into grocery stores, reduce emissions, and most importantly, ensure workers return home safely.
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You are the architect of your own career: If you put in the work, this role won’t be your last at Samsara. We set up our employees for success and have built a culture that encourages rapid career development, countless opportunities to experiment and master your craft in a hyper growth environment.
You’re energized by our opportunity: The vision we have to digitize large sectors of the global economy requires your full focus and best efforts to bring forth creative, ambitious ideas for our customers.
You want to be with the best: At Samsara, we win together, celebrate together and support each other. You will be surrounded by a high-calibre team that will encourage you to do your best.
In this role, you will:
Act as the strategic BizOps owner of the Specialist Sales sales org and global New Products Performance, developing a deep understanding of customer segments, sales performance, product-market fit, GTM motions, competitive landscape, and operational drivers to identify key levers for growth.
Represent the voice of the New Products business segments, synthesizing field feedback and market intelligence to inform broader company strategy, product and GTM roadmap decisions, and customer-facing programs.
Drive and track the execution of cross-functional investments within the business.
Lead complex strategic projects with urgency and clarity, such rethinking account team structures, new pricing or revenue models (e.g. consumption), etc.
Work iteratively and with urgency to drive value quickly.
Serve as the trusted advisor to Specialist Sales leadership, supporting annual and quarterly planning, territory design, goal setting & forecasting, performance reviews, sales metrics, and in-quarter execution to help teams consistently beat targets.
Develop executive-ready presentations and recommendations, regularly briefing senior leadership and influencing high-impact decisions at the company-wide level.
Identify and recommend improvements to optimize sales performance and help Sales leaders hit their number.
Own the rhythm of the business, including quarterly business reviews, monthly market updates, annual planning, and forecasting processes with a focus on insights, decision-making, and accountability.
Own your own analytics and insights, independently pulling and transforming data across multiple sources (e.g., Salesforce, Databricks, Gong, Tableau) to uncover trends, diagnose root causes, and support data-driven decision making—bringing both technical rigor and business acumen to your analyses.
Leverage AI and automation tools to accelerate impact, using capabilities such as AI-driven forecasting, workflow automation, and generative insights to improve. operational efficiency, reduce manual effort, and uncover new growth opportunities faster than ever before.
Own key metrics definitions and shape our reporting strategy and goal-setting for New Products globally.
Support Long Range and Annual Planning motions, representing New Products & Specialists Sales in close partnership with central Finance and Planning teams.
Drive cross-functional efforts on Quarterly new product reforecasts at the segment x region x product grain, in partnership with Planning and Finance teams.
Work across New Products Pods – in partnership with embedded New Products Sales Strategy Pod Leads – to drive scaled tooling, reporting, and intelligence to support product-specific activation strategies and growth.
Drive centralized reporting & tooling.
Provide deep dive analyses and recommendations.
Partner on complex multi-product priorities or initiatives which cut across Pod focus areas.
Build deep relationships with Generalist Sales & GTM Leadership and act as a champion for new products adoption & activation.
Build deep relationships with Generalist Sales Leadership at multiple levels of the organization. Drive reporting and tooling to give them greater visibility to their Generalist teams’ new products performance.
Drive metrics for Generalist new product adoption and establish infrastructure to track, report, and give improvements in seller adoption.
Work with cross-functional teams to coordinate programs and activations to support AE engagement on new products sales plays.
Champion, role model, and embed Samsara’s cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team) as we scale globally and across new offices.
Minimum requirements for the role:
8-12 years of experience in Sales Strategy & Operations, GTM Strategy, Consulting, Finance, Business Operations, or other analytical role.
2+ years of experience managing high impact teams: proven experience helping teams grow and scale impact and responsibility.
Kind and collaborative orientation who is energized by working with a lot of different types of people from many teams.
Highly organized with exceptional attention to detail and the ability to manage multiple projects on a tight deadline.
Strong operational excellence and experience scaling teams, processes, and systems.
High agency: willing to put hands to keyboard, own outcomes, and drive action - ability to assess what can be directly impacted vs. what cannot.
Strong analytical and logical reasoning skills; deep sense of curiosity.
Experience in building trusting relationships and influencing others (incl. executive audiences).
Self-starter who thrives and can multitask in fast-paced and often ambiguous environments; enthusiastic about improving efficiencies. Bias for action.
Strong presentation skills, able to convey complex ideas in a clear, concise manner both verbally and in writing, comfortable in business and technical discussions. Ability to synthesize a broad set of information into a cohesive narrative.
An ideal candidate also has:
MBA preferred.
Experience at a high-growth B2B AI or SaaS company.
Experience working with large data sets and leveraging DataBricks, BigQuery, SQL, or similar.
Experience leveraging AI tools to deliver at an accelerated pace (Cursor, ChatGPT, Gong, etc.).
Experience in GTM Strategy, with focus on new products.
Low ego, good sense of humor, and comfort with ambiguity all will go a long way in this dynamic space.
Very dialed into driving impact and showing good judgement in picking the right initiatives to focus on.
The range of annual base salary for full-time employees for this position is below. Please note that base pay offered may vary depending on factors including your city of residence, job-related knowledge, skills, and experience. Learn more about our total rewards and benefits below.
Annual Base Salary
$126,000—$225,000 USD
Total Rewards
At Samsara, we build for the people who keep the global economy moving. We want owners, not passengers, which is why our rewards are designed to fuel high-impact builders. Our compensation program delivers above-market total compensation through a combination of base salary, performance-based bonus/variable pay, and equity (for eligible roles) in a high-growth public company. We meaningfully differentiate pay for our top performers, who have the opportunity to earn above-market compensation that can outpace the broader market over time.
Beyond compensation, we provide the foundations that enable long-term success: a flexible, employee-led remote model, a professional development stipend, comprehensive health and parental leave plans, and more. If you’re ready to build for the long term and own the outcome, your journey starts here.
Flexible Working
At Samsara, we embrace a flexible working model that caters to the diverse needs of our teams. Our offices are open for those who prefer to work in-person and we also support remote work where it aligns with our operational requirements. For certain positions, being close to one of our offices or within a specific geographic area is important to facilitate collaboration, access to resources, or alignment with our service regions. In these cases, the job description will clearly indicate any working location requirements. Our goal is to ensure that all members of our team can contribute effectively, whether they are working on-site, in a hybrid model, or fully remotely. All offers of employment are contingent upon an individual’s ability to secure and maintain the legal right to work at the company and in the specified work location, if applicable.
Belonging at Samsara
At Samsara, we welcome everyone regardless of their background. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender, gender identity, sexual orientation, protected veteran status, disability, age, and other characteristics protected by law. We depend on the unique approaches of our team members to help us solve complex problems and want to ensure that Samsara is a place where people from all backgrounds can make an impact.
Accommodations
Samsara is an inclusive work environment, and we are committed to ensuring equal opportunity in employment for qualified persons with disabilities. Please email accessibleinterviewing@samsara.com or click here if you require any reasonable accommodations throughout the recruiting process.
Our Commitment to Authenticity
We use Tofu, a fraud detection tool, to validate the authenticity of applications and protect against identity fraud. This ensures we are connecting with real people and allows us to prioritize genuine candidates. Please see Samsara’s Candidate Privacy Notice for more information.
Fraudulent Employment Offers
Samsara is aware of scams involving fake job interviews and offers. Please know we do not charge fees to applicants at any stage of the hiring process. Official communication about your application will only come from emails ending in @samsara.com, @us-greenhouse-mail.io or @mail3.guide.co. For more information regarding fraudulent employment offers, please visit our blog post here.
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