About the role:

The Enterprise sales team is responsible for revenue growth in new and existing customers that represent the largest prospective accounts for Samsara by total addressable opportunity. This role is fully remote. 

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.
• Your mantra is #alwaysbeprospecting: The world of operations is vast. Your customers are often out in the field and the best way to catch them is live on the phone. Samsara’s top reps do constant research to find companies and contacts to expand their pipeline.
• You have innate curiosity in how businesses work: One day you’ll 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 are a life-long learner: Samsara sales are complex. You will need to learn about businesses where you previously had little knowledge. The payoff is big but you have to be willing to put in the work. 
• You build genuine relationships with your customers: The industries we serve have relied on pen-and-paper solutions for years and haven’t 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: Samsara’s high-performance Sales culture means you’ll be surrounded by the best and challenged to go farther than you have before. 

Click here to learn about what we value at Samsara. 

In this role, you will: 

• Develop Executive-Level relationships within strategic, named accounts
• Own customer engagements end-to-end, from prospecting and qualification to close
• Demonstrate excellent solution-based sales processes in complex sales campaigns
• 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

Rover Responsibilities include: 

LOA coverage

• Progress current pipeline deals (e.g., moves from Qualified to Trial, runs trial check-ins, executes ADR strategy, etc.)
• Prospect into new accounts in AE’s territory to build pipeline

Account penetration and deal execution

• Work smaller deals (i.e., below ~$250K, to be refined) from existing pipeline (new or existing customers)
• Generate new business from targeted/strategic focus areas (e.g., product-focused whitespace such as expansion campaigns for VG or CM-only customers)

Build Majors level deal execution skills

• Attend all enterprise team meetings and trainings to garner more experience and knowledge on sales cycle, economic buyer access, and strategy on larger deal constructs
• Help coordinate EBCs, QBRs, etc. with key clients

 Winning state contracts (PubSec Rovers time permitting):

• Work on state contracts that do NOT require StateRAMP (we currently have contracts with only 11 of 50 states). This will help “lay the foundation” for significant NNACV upside across all segments of Public Sector (i.e. MM will also be able to leverage these contracts).

Minimum requirements for the role:

• 5 years experience in a full-cycle, closing sales role with Enterprise customers
• Proven track record of consistent quota over-achievement in complex accounts and $500k ARR transactions
• Experience handling and owning enterprise deal sizes and C-Level relationships
• Willing and comfortable with strategic outbound prospecting
• Excellent interpersonal skills and demonstrated ability to thrive in a dynamic, fast-paced environment

An ideal candidate also has:

• Experience working with a line of business stakeholders (Operations, Finance, IT)
• Awards for top achievement (President’s club, Winner’s circle, Top 10%)
• Passion for the world of operations!