Account Development Representative II

About the role

You own the full sales cycle from initial outreach to executive-level stakeholder management within strategic enterprise accounts. You will prospect new leads, map complex organizational structures, and build robust pipelines that feed directly into the broader revenue engine. This role demands that you become a trusted advisor to operations and safety leaders, aligning Samsara solutions with their critical business objectives. You will leverage data and insights to tailor your messaging and demonstrate clear value for safety, efficiency, and sustainability initiatives. Success in this position means you directly influence the adoption of Connected Operations across key verticals. You will collaborate closely with Customer Success and Solutions Engineering to ensure a seamless handoff and long-term account growth. Ultimately, you are responsible for converting interest into qualified opportunities that accelerate revenue for the company.

Key facts

What you'll do

Identify and qualify new leads through proactive outbound prospecting and targeted account-based marketing initiatives.

Map executive sponsors and key decision-makers within enterprise accounts to build strategic relationships that drive consensus.

Deliver compelling value propositions that connect Samsara technology to operational outcomes in safety, efficiency, and sustainability.

Utilize Salesforce, LinkedIn Sales Navigator, and ZoomInfo to maintain accurate pipeline data and track engagement metrics.

Conduct discovery sessions to uncover critical business needs and position integrated solutions that address complex operational challenges.

Collaborate with Solutions Engineering to build customized demonstrations that resonate with specific industry use cases.

Develop and execute account plans that outline touchpoints, messaging, and objectives for strategic accounts.

Leverage video-based safety insights and telematics data to create data-driven business cases for procurement committees.

Maintain thorough pipeline documentation and forecast accuracy to support revenue planning and executive reporting.

Demonstrate resilience and adaptability by iterating on strategies based on feedback and evolving market conditions.

Requirements

Must be currently enrolled in an accredited 4-year Bachelor's degree program or within 1 year of graduation.

Must be able to make 50 cold calls per day as part of a disciplined outbound cadence.

Must have at least 6 months of sales experience and/or sales prospecting ability, which can include sales-related coursework or competitions.

Must be legally authorized to work in the United States without sponsorship, as this role requires immediate start capability.

Must reside in either Atlanta, Georgia, or the Phoenix Metro Area of Arizona to ensure reliable onsite presence.

Must commit to the hybrid schedule requiring 3 days per week onsite and 2 days remote as dictated by team and operational needs.

Must be willing to accept direction and coaching from Sales Leadership to meet and exceed performance quotas.

Must demonstrate the ability to quickly grasp technical concepts related to IoT, telematics, and connected operations platforms.

Must exhibit strong verbal and written communication skills to engage with C-level executives and operations managers effectively.

Must maintain strict confidentiality regarding customer data, pricing, and internal Samsara strategies at all times.

Nice to have

6 Months experience with Salesforce, LI Sales Navigator, ZoomInfo.

Ability to quickly grasp technical concepts and embed AI usage into day to day operations.

Practical notes

This is a hybrid position open to candidates residing in Atlanta, Georgia and the Phoenix Metro Area of Arizona, requiring 3 days per week onsite and 2 days remote.

You should apply if you meet the minimum requirements listed above, including enrollment in an accredited 4-year Bachelor's degree program or graduation within one year, at least 6 months of relevant sales experience, and the ability to make 50 cold calls daily.

The compensation details were not provided in the source material.

Candidates must be authorized to work in the United States without the need for sponsorship.

The role involves a hybrid work arrangement with a specified split between remote and onsite days.

Travel is not explicitly mentioned beyond standard commuting for the hybrid schedule.

No specific visa sponsorship information is provided, and candidates must confirm eligibility to work in the U.S.

The position is open to current students or recent graduates within a one-year window from graduation.

Sales experience or proven prospecting ability is required within the stated minimums.

There are no stated deadlines for application submission in the provided source.

You will work with enterprise customers across industries such as agriculture, construction, field services, transportation, and manufacturing.

You will see up close how sales organizations succeed and contribute to shaping product solutions used in Connected Operations.

Successful Account Development Representatives can advance to closing roles in two years or less, based on performance.

You will face rejection and must maintain resilience to continue prospecting and selling the Samsara mission.

This is a high-performance sales environment where top performers are challenged to exceed expectations.

Your daily work will include an average of 50 calls to prospective customers to build and maintain a robust pipeline.

You will engage with diverse industries, learning quickly about waste management, food distribution, construction sites, and other operational environments.

You will treat rejection as a learning experience, using feedback to refine your approach and messaging.

You will collaborate with internal teams to ensure a smooth transition of leads into closed business.

You will use data from Video-Based Safety, Vehicle Telematics, and Equipment Monitoring to support your sales arguments.

You will be expected to operate with autonomy and ownership over your booked appointments and forecasted revenue.

You will contribute to the growth of Samsara's market presence in critical infrastructure sectors.

You will maintain detailed records of all customer interactions to inform future sales cycles and account strategies.

You will participate in ongoing training and coaching sessions to refine your sales techniques and product knowledge.

You will adhere to the company's code of conduct and ethical standards in all customer-facing interactions.

You will manage your time effectively to balance prospecting, follow-up, and administrative tasks within the CRM.

You will report progress and roadblocks to your manager to ensure alignment with team goals and quotas.

You will assist in the development of sales playbooks and best practices based on your field observations.

You will support marketing initiatives by providing feedback on lead quality and campaign effectiveness.

You will represent Samsara at industry events and virtual meetings when appropriate to expand the pipeline.

You will leverage your network to uncover hidden opportunities and warm introductions within target accounts.

You will continuously refine your elevator pitch to suit different executive audiences.

You will partner with Marketing to ensure alignment between generated demand and closed revenue.

You will stay current on industry trends and competitor movements to maintain a competitive edge.

You will uphold the core value of safety in every interaction, influencing customer decisions that protect workers and assets.

You will contribute to case studies and success stories that validate the ROI of Samsara's solutions.

You will work towards quota attainment and actively seek mentorship from senior team members.

You will embrace a growth mindset focused on continuous improvement and learning from each interaction.

You will ensure that all demo materials and proposals reflect the latest product capabilities and customer needs.

You will coordinate with Implementation teams to ensure smooth onboarding for newly acquired accounts.

You will maintain a positive attitude and persistence in the face of long sales cycles and complex decision processes.

You will communicate regularly with peers to share insights and strategies that improve collective performance.

You will adhere to the scheduled call plan and follow-up routines to maximize conversion opportunities.

You will utilize video calls, phone conversations, and digital correspondence to build rapport with prospects.

You will qualify leads using established criteria to ensure efficient use of the sales pipeline.

You will track competitor mentions and relay insights to the product and sales leadership teams.

You will participate in weekly pipeline reviews to assess progress and identify blockers.

You will manage multiple opportunities simultaneously without neglecting priority accounts.

You will uphold the integrity of the sales process by following established methodologies and reporting accurately.

You will contribute to the company's revenue goals through consistent and predictable performance.

You will leverage CRM tools to maintain visibility into deal stages and next steps.

You will engage in continuous self-development by seeking feedback and participating in skill-building activities.

You will support special projects that align with the strategic objectives of the Sales organization.

You will demonstrate accountability for your bookings and the achievement of assigned targets.

You will work with cross-functional teams to ensure customer needs are captured and addressed effectively.

You will apply consultative selling techniques to uncover latent needs and drive larger deal sizes.

You will maintain a high level of energy and focus during extended call periods and virtual engagements.

You will use customer feedback to influence product enhancements and messaging adjustments.

You will stay organized through the use of sales dashboards and activity tracking tools.

You will uphold the company's mission of improving operational safety and efficiency through every customer interaction.

You will contribute to a positive team dynamic by supporting peers and sharing best practices.

You will manage your workload to ensure timely follow-up and responsiveness to prospect inquiries.

You will leverage storytelling techniques to make complex product benefits relatable to diverse audiences.

You will maintain a professional presence in all virtual and in-person interactions with stakeholders.

You will seek opportunities to expand relationships within existing accounts through upsell and cross-sell initiatives.

You will balance aggressive target pursuit with ethical selling practices and customer trust.

You will document lessons learned from lost deals and apply those insights to future opportunities.

You will participate in role-playing exercises during training to refine objection handling and response techniques.

You will align your daily activities with the strategic priorities of the Samsara leadership team.

You will contribute to the overall health of the sales funnel by maintaining a steady flow of qualified opportunities.

You will demonstrate adaptability when engaging with organizations of varying sizes and maturity levels.

You will uphold the highest standards of professionalism in representing the Samsara brand.

You will leverage competitive intelligence to strengthen your positioning during discovery calls.

You will utilize presentation skills to clearly articulate the business case for Samsara investments.

You will manage stress and maintain performance under demanding sales quotas.

You will contribute to the development of sales forecasts based on pipeline activity and historical trends.

You will engage in proactive pipeline ma