Specialist Seller - Core, Enterprise

About the role

Samsara is seeking a high-impact enterprise seller to bring our newest product lines to market at scale, owning the strategic execution across Asset Tags, Fleet Apps, and Multi-cam solutions. In this specialist overlay role, you will co-develop an emerging product pipeline in partnership with our most senior Account Executives across key Enterprise accounts. You will drive pilot strategy and success metrics for early adoption while owning executive-level discovery and storytelling for each new SKU. This position requires championing Samsara's cultural principles including Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, and Win as a Team as we scale globally. The role involves building reusable frameworks, assets, and insights that scale across the entire sales organization and influence the broader go-to-market strategy. You will partner cross-functionally to establish the infrastructure and resources necessary for other AEs to succeed in these product areas. This is a remote position open to candidates residing in the United States.

Key facts

What you'll do

Co-develop an emerging product pipeline with AEs across major strategic accounts to identify high-value opportunities.

Drive pilot strategy and success metrics for early adoption, ensuring measurable proof points that validate product value.

Own executive-level discovery and storytelling for emerging SKUs, translating complex capabilities into clear business outcomes.

Partner with GTM and Product teams to feed back actionable insights and shape the long-term product roadmap.

Build scalable frameworks, sales assets, and strategic insights that can be leveraged by the entire sales organization.

Champion, role model, and embed Samsara's cultural principles in every interaction as we scale globally and across new offices.

Establish thought leadership and influence C-suite executives by articulating the strategic impact of new product lines.

Identify and remove barriers to adoption by collaborating with internal stakeholders to streamline implementation and onboarding.

Quantify and communicate the total economic impact of solutions to justify multi-year commitments and large-scale deployments.

Act as a critical bridge between customer needs and internal product evolution, ensuring market feedback directly informs development.

Drive incremental revenue growth within assigned accounts through expansion, upsell, and renewal strategies for new product lines.

Maintain deep competitive awareness and market intelligence to position solutions effectively against alternative approaches.

Collaborate with Customer Success and Implementation teams to ensure seamless transitions from sale to adoption.

Document playbooks and methodologies that enable other sellers to replicate success in similar enterprise contexts.

Contribute to the creation of case studies, reference designs, and proof-of-concept initiatives that de-risk buying decisions.

Requirements

5+ years in complex, full-cycle enterprise sales with a demonstrated ability to navigate multi-stakeholder environments.

Proven track record of consistent quota over-achievement in complex accounts and $100k+ ARR transactions across multiple fiscal periods.

Demonstrated success with 6- and 7-figure deals, including structured negotiations and executive-level stakeholder management.

Clear, confident communicator capable of synthesizing complex information into compelling narratives for diverse audiences.

Demonstrated entrepreneurial spirit and ability to lead through influence without direct authority in matrixed organizations.

Minimum of five years of experience selling technology solutions into enterprise customers with complex procurement processes.

Consistent history of building long-term strategic relationships with C-level and VP-level decision-makers across multiple industries.

Ability to interpret quantitative and qualitative data to uncover customer needs and translate them into actionable solution narratives.

Unwavering commitment to ethical sales practices and adherence to company policies, compliance standards, and regulatory requirements.

Flexibility to work across multiple time zones and adapt selling approaches to different cultural and organizational contexts.

Demonstrated resilience and discipline in managing a complex portfolio of accounts and competing priorities in a fast-paced environment.

Strong ownership mentality with the ability to solve problems proactively and escalate appropriately when necessary.

Experience leveraging CRM tools and sales analytics platforms to track progress, forecast accurately, and report outcomes transparently.

Alignment with enterprise software sales methodologies, including consultative selling, value-based positioning, and stakeholder mapping.

Nice to have

Overlay or new product launch experience within a technology or IoT environment.

Experience working with Product and Marketing teams to develop and execute go-to-market strategies for emerging solutions.

Track record of creating and delivering executive-level business cases and ROI models for strategic initiatives.

Familiarity with video-based safety, telematics, or connected operations ecosystems and relevant customer workflows.

Experience selling to regulated industries such as transportation, manufacturing, or construction where compliance matters.

Comfort presenting to and influencing C-suite executives through data-driven storytelling and visual frameworks.

Ability to operate effectively in ambiguous environments and drive clarity through structured problem-solving.

Experience mentoring junior sellers and contributing to sales training content or enablement programs.

Practical notes

This position is remote and open to candidates residing in the United States.

Full-time employment with standard expectations for availability during core business hours is required.

Travel is not required for this role but may be considered based on evolving business needs and team collaboration opportunities.

Candidates must be authorized to work in the United States without sponsorship at this time.