Specialist Seller, Mid-Market

About the role

This role focuses on introducing and expanding the adoption of Samsara's newer product offerings within the mid-market segment. You will collaborate closely with Account Executives to drive sales for specific product lines. The position resides within the Sales Specialist Team, where your primary mission is to act as an accelerant for emerging product adoption. You will own the narrative around new capabilities, ensuring they resonate clearly with mid-market decision makers. Success in this role is defined by your ability to partner with commercial leadership to move new products from initial exposure to committed revenue. You will be expected to operate with a high degree of ownership, proactively identifying gaps in the sales process and proposing solutions. This is a critical role in ensuring that Samsara's product innovation translates into tangible business value and market penetration. Your work will directly influence the company's growth trajectory in a rapidly evolving IoT and operational technology landscape.

Key facts

What you'll do

• Partner with Account Executives and Account Development Representatives to identify and cultivate new business opportunities for Samsara's emerging product suites.
• Analyze early adoption patterns to guide strategy and measure the success of new product launches within the mid-market vertical.
• Synthesize customer feedback and market insights to provide actionable recommendations to the Product and Go-to-Market teams for refining product roadmaps.
• Develop and maintain a library of sales resources, battle cards, and best practices that are disseminated across the broader sales organization.
• Orchestrate targeted outreach campaigns to mid-market stakeholders, aligning messaging with their specific operational and financial objectives.
• Collaborate with internal stakeholders to build compelling business cases that justify investment in new Samsara technologies.
• Track and report on pipeline metrics and conversion rates to enable data-driven adjustments to sales approaches.
• Serve as a subject matter expert on new product features, translating technical capabilities into clear value propositions for commercial audiences.
• Facilitate internal alignment sessions to ensure Sales, Product, and Marketing teams are synchronized on go-to-market initiatives.
• Prepare and deliver executive-level briefings that highlight the strategic impact of adopting newer Samsara solutions.
• Conduct competitive analyses to identify market gaps and position Samsara's offerings against alternative solutions.
• Mentor junior sales team members on techniques for selling complex, multi-product solutions to mid-market organizations.
• Lead proof-of-concept discussions, ensuring that pilot programs effectively demonstrate return on investment.
• Negotiate initial terms and commercial variables to support smooth deal registration and closure.

Requirements

• Hold a minimum of 2 years of full-cycle Software as a Service (SaaS) sales experience, specifically managing complex deals from initiation to closure.
• Demonstrate a proven track record of successfully closing deals with a value of $50,000 or greater.
• Exhibit excellent communication skills, including the ability to rapidly understand and articulate nuanced customer needs.
• Show demonstrated initiative and a proven ability to influence stakeholders without direct authority across a distributed organization.
• Possess a strong aptitude for learning intricate product sets and conveying their benefits to diverse audiences.
• Display resilience and adaptability in a fast-paced, quota-driven sales environment.
• Maintain a high level of integrity and professionalism in all interactions with customers and internal partners.
• Commit to adhering to Samsara's standard sales processes and methodologies to ensure consistency and quality.

Nice to have

• Bring prior experience in an overlay sales role or in launching new products into an established market.
• Have a history of collaborating closely with Product and Marketing teams to develop and execute go-to-market strategies.
• Show a demonstrated ability to work effectively alongside senior Account Executives and account management professionals.
• Be comfortable presenting detailed analyses and influencing Vice Presidents, C-suite executives, and business owners.

Skills & tools

• SaaS Sales
• New Product Introduction
• Go-to-Market Strategy
• Account Management
• Executive Presentations

Practical notes

Annual on-target earnings range from $152,000 to $171,000 USD.

Samsara offers a flexible remote work model.

Visa sponsorship is not provided for this role.

All offers are contingent on the candidate's ability to legally work in the specified location.