Sr. Manager, New Products Strategy

About the role

This position will lead a BizOps and Strategy team focused on new product sales. You will collaborate with sales leadership and other departments to gain a comprehensive understanding of the new product portfolio. Your work will involve defining the long-term strategy for scaling a specialized sales organization, establishing executive reporting, and driving strategic initiatives.

Key facts

What you'll do

• Act as the primary BizOps lead for the Specialist Sales organization and global New Products performance, analyzing customer segments, sales results, market fit, go-to-market approaches, competition, and operational factors to identify growth opportunities.
• Represent the interests of New Products business units by gathering feedback from the field and market insights to influence company strategy, product roadmaps, and customer programs.
• Oversee and track the execution of cross-departmental investments within the business.
• Lead significant strategic projects, such as restructuring account teams or developing new pricing and revenue models.
• Work with a sense of urgency to deliver value quickly.
• Serve as a trusted advisor to Specialist Sales leadership, assisting with annual and quarterly planning, territory design, goal setting, forecasting, performance evaluations, and in-quarter execution to ensure teams exceed targets.
• Prepare presentations and recommendations for executives, regularly briefing senior leadership and influencing company-wide decisions.
• Identify and propose enhancements to improve sales performance and help sales leaders achieve their goals.
• Manage the operational cadence, including quarterly business reviews, monthly market updates, annual planning, and forecasting processes, with a focus on insights, decision-making, and accountability.
• Conduct independent data analysis using sources like Salesforce, Databricks, Gong, and Tableau to uncover trends, diagnose issues, and support data-driven decisions, combining technical skills with business understanding.
• Utilize AI and automation tools for forecasting, workflow optimization, and generating insights to boost efficiency and accelerate the discovery of growth opportunities.
• Define key metrics and shape the reporting and goal-setting strategy for New Products globally.
• Support long-range and annual planning processes, collaborating with central Finance and Planning teams.
• Drive quarterly new product reforecasts across segments, regions, and products in coordination with Planning and Finance.
• Work with New Products Pods, in partnership with embedded New Products Sales Strategy Pod Leads, to develop scaled tools, reporting, and intelligence for product-specific growth strategies.
• Develop and manage centralized reporting and tools.
• Provide in-depth analysis and recommendations.
• Collaborate on complex multi-product priorities that span different Pod focus areas.
• Build strong relationships with Generalist Sales and Go-to-Market leadership, promoting the adoption of new products.
• Develop relationships with Generalist Sales leadership at various organizational levels, providing reporting and tools to track their teams' new product performance.
• Drive metrics for Generalist new product adoption and establish systems to track, report, and improve seller engagement.
• Coordinate programs and initiatives with cross-functional teams to support Account Executive engagement on new product sales plays.
• Champion and embody Samsara's cultural principles as the company expands globally.

Requirements

• 8 to 12 years of experience in Sales Strategy & Operations, Go-to-Market Strategy, Consulting, Finance, Business Operations, or a similar analytical field.
• A minimum of 2 years of experience managing teams, with a demonstrated ability to help teams grow and increase their impact.
• A kind and collaborative approach, enjoying work with diverse individuals across many teams.
• Excellent organizational skills with meticulous attention to detail and the capacity to manage multiple projects under strict deadlines.
• Proven ability in operational excellence and scaling teams, processes, and systems.
• High degree of initiative, willing to actively contribute, own results, and drive action, with the ability to discern what can be directly influenced.
• Strong analytical and logical reasoning abilities, coupled with a deep curiosity.
• Experience building trust and influencing others, including executive stakeholders.
• Self-starter capable of multitasking in fast-paced and often unclear environments, with an enthusiasm for improving efficiency and a bias for action.
• Proficient presentation skills, able to communicate complex ideas clearly and concisely, both verbally and in writing, comfortable in business and technical discussions. Ability to synthesize broad information into a coherent narrative.

Nice to have

• MBA degree.
• Experience in a high-growth B2B AI or SaaS company.
• Experience working with large datasets and tools like Databricks, BigQuery, or SQL.
• Experience using AI tools such as Cursor, ChatGPT, or Gong to accelerate work.
• Experience in Go-to-Market Strategy, particularly with new products.
• Low ego, a good sense of humor, and comfort with ambiguity are beneficial.
• A strong focus on driving impact and good judgment in prioritizing initiatives.

Skills & tools

• Salesforce
• Databricks
• Gong
• Tableau
• BigQuery
• SQL
• Cursor
• ChatGPT

Practical notes

Annual Base Salary: $126,000 - $225,000 USD. Total compensation includes base salary, performance-based bonus/variable pay, and equity for eligible roles. Benefits include a flexible remote model, professional development stipend, and comprehensive health and parental leave plans.