Specialist Seller - Connected Maintenance

About the Role

The Specialist Seller

Connected Maintenance position at Samsara is a critical role within the company's go-to-market strategy for emerging product lines. As defined by the source materials, this is a remote position open exclusively to candidates residing in the United States. The role is designed for an experienced sales professional who will operate within a specialized, high-performance team structure. You will report into a Product Specialist

Sales Director and function as a key specialist seller, aligned by segment and product, specifically focused on Samsara's Connected Maintenance solutions. The position offers autonomy to drive growth in a collaborative environment, with the primary responsibility of developing and executing sales strategies for new and emerging product offerings within the public sector. Success in this role directly contributes to the digital transformation of mission-critical industries, including utilities, waste management, and public infrastructure.

What You'll Do

According to the source description, your core responsibilities will revolve around strategic growth and executive-level engagement for emerging product lines. You will co-develop an emerging product pipeline with Account Executives (AEs) across major Public Sector accounts, identifying long-term growth initiatives that drive value. A central duty is to drive pilot strategy and success metrics for early adoption, ensuring that tangible value is clearly demonstrated within flagship reference customers. This involves owning the entire sales cycle for maintenance solutions, from initial prospecting and qualification through to close, within complex, enterprise-level sales campaigns.

A significant portion of the role focuses on building and maintaining trust-based relationships. You will develop and nurture Executive-Level relationships within strategic, named accounts, which are essential for market validation and long-term success. This includes translating customer operational challenges into compelling business cases for connected maintenance solutions. You will also partner cross-functionally with Go-To-Market (GTM) and Product teams to feed back critical customer insights and help shape future roadmap priorities. Furthermore, you are expected to build reusable frameworks, assets, and insights that scale effectively across the entire sales organization, ensuring best practices are shared and championed. This includes identifying and influencing secondary buying committees to expand deal scope and secure broader adoption within target organizations.

Requirements

The source document outlines specific minimum and preferred qualifications for this role. The baseline requirements demand a minimum of 5+ years of experience in complex, full-cycle enterprise solution sales. Candidates must possess a proven track record of consistent quota over-achievement in prior roles and demonstrate significant experience selling connected IoT or technology-enabled operational solutions. Managing multiple concurrent sales campaigns at the executive level is essential, as is a strong background in public sector or infrastructure-focused industries. Given the nature of the product, exceptional verbal and written communication skills are required to engage executive-level audiences effectively.

Additionally, the ideal candidate must prove an ability to build and maintain long-term, trust-based customer relationships and be comfortable working autonomously within a remote-first, high-performance environment. Experience aligning cross-functional teams to achieve shared sales outcomes is also a stated requirement. A willingness to adhere to Samsara's cultural principles - including Focus on Customer Success, Build for the Long Term, and Win as a Team - is mandatory for success in this role.

While not mandatory, the source lists several "Nice to have" qualifications that would strengthen a candidate's profile. These include prior experience within waste management, utilities, or other mission-critical operational sectors, as well as familiarity with maintenance, repair, and operations (MRO) solution sales. Background in data-driven decision making and pilot program design is also preferred, as is prior success navigating complex procurement and public sector selling cycles. These specific criteria ensure the selected candidate can immediately contribute to the strategic growth of Samsara's emerging product initiatives.