Sales Director, Product Specialists (Smart Trailers)

Who we are

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 youll help define the future of physical operations and be on a team thats 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 youll have the autonomy and support to make an impact as we build for the long term.

About the Role:

Samsara is seeking a Sales Director to join our passionate high-energy and fast-moving sales team. Youll lead and support our Product Specialist Account Executives focused on Mid-Market and Enterprise organizations. You will also lead a cross-functional pod of resources designed to refine GTM and accelerate new product growth globally.

About the Team:

This Specialist team consists of Product Specialist AEs charged with accelerating the growth of a new product through strategic high-value deal execution. They cover multiple segments (primarily focused on Enterprise) and are incentivized on quarterly product sales targets mapped to 1 or more regional directors for mainline sellers in the segment. The cross-functional pod consists of dedicated resources across strategy marketing product design and engineering to accelerate product growth globally.

This is a remote position open to candidates residing 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 and most importantly ensure workers return home safely.
• You have an innate curiosity about how businesses work: One day youll meet with someone in waste management and the next you may be learning about the inner workings of a food distribution center. Our top sales team members seek to learn the ins and outs of the businesses they support in order to make a larger impact.
• You build genuine relationships with your customers: The industries we serve have relied on pen-and-paper solutions for years and havent been met with the type of technology we offer. Our customers value earned trust and human relationships built over time.
• You want to be with the best: Samsaras high-performance culture means youll be surrounded by the best and challenged to go farther than you have before.
• You are a team player: At Samsara sales is a team sport. We help each other out by sharing best practices and focusing on winning as a team.

In this role you will:

• Hire and lead a high performing inclusive and engaged team of 6-8 top performing account executives to achieve quarterly targets
• Provide both onboarding and ongoing support to ensure the teams readiness growth and professional development
• Build close relationships with Mainline AEs and leaders as well as Specialist Sales Engineers to maximize team selling approach and conversion
• Monitor pipeline closely and team with Mainline owners and Account Development Representatives to create account plans to attack whitespace
• Work cross-functionally with product marketing and strategy to rapidly solve problems and optimize GTM motion for your new product
• Champion role model and embed Samsaras cultural principles (Focus on Customer Success Build for the Long Term Adopt a Growth Mindset Be Inclusive Win as a Team) as we scale Specialist support globally

Minimum requirements for the role:

• 8 years of sales experience with proven performance owning a complex selling motion from prospecting through close
• 3 years of experience managing teams
• Strong track record of overachievement with experience in coaching a team on outbounding
• Understanding of complex sales cycles involving multiple decision makers multiple products and extended time frames
• Excellent communication skills and comfort with public speaking

An ideal candidate also has:

• Overlay or new product launch sales experience
• Experience working with Product and Marketing to influence GTM strategy
• Ability to operate in strategic partnership with senior AEs and account teams
• Experience with Salesforce Claude Gong and other key sales tools
• Familiarity with MEDDPICC and/or Command of the Message sales frameworks