Specialist Seller - Enterprise

About the role

You will co-own the commercial strategy for a portfolio of emerging enterprise products, translating complex operational workflows into clear business narratives for C-suite stakeholders. You will act as the primary commercial thought partner for strategic and select accounts, aligning cross-functional teams to unlock new budget and validate high-value use cases. This role demands comfort with ambiguity as you help define go-to-market motion and positioning for products that are early in their lifecycle. You will leverage deep consultative selling techniques to influence executive sponsorship and build multi-threaded relationships within customer organizations. Your work will directly contribute to scaling adoption of products that improve safety, efficiency, and sustainability across critical global industries. You will be measured by your ability to drive sustainable pipeline and win rates in complex, enterprise buying environments.

Key facts

What you'll do

• Co-develop an emerging product pipeline with AEs across major accounts to define strategic commercial initiatives.
• Drive pilot strategy and success metrics for early adoption, ensuring tangible proof points are documented and leveraged.
• Own executive-level discovery and storytelling for emerging SKUs to articulate value, return on investment, and risk mitigation.
• Partner with GTM and Product to feed back insights and shape roadmap based on real-world customer feedback and market signals.
• Build scalable frameworks, assets, and insights that enable the broader sales organization to replicate success across segments.
• Champion, role model, and embed 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.
• Establish the business case for emerging products at flagship reference customers, securing executive sponsorship and budget ownership.
• Define and manage budget strategies within large enterprise accounts to protect growth and maximize lifetime value.
• Serve as the commercial expert within the sales team, providing training and playbooks to other Account Executives on the segment.
• Influence go-to-market motions by aligning sales, marketing, and product teams around a unified value proposition for new offerings.
• Track and analyze commercial metrics to identify trends, optimize approaches, and demonstrate impact to leadership.
• Act as the strategic sounding board for AEs, offering guidance on complex deal structures and negotiation tactics.
• Lead cross-functional collaboration with engineering and customer success to ensure seamless onboarding and adoption of new products.
• Represent Samsara in key industry forums and customer engagements to reinforce thought leadership in connected operations.

Requirements

• You possess a Bachelor's degree or equivalent practical experience.
• You have a proven track record of exceeding quota in an enterprise sales environment.
• You bring a minimum of seven years of experience in selling complex technology solutions to enterprise clients.
• You have direct experience selling hardware, IoT, or connected device solutions in regulated industries.
• You demonstrate a history of building and maintaining long-term executive relationships with C-level stakeholders.
• You show expertise in consultative selling frameworks and stakeholder mapping for large organizational deals.
• You have managed deals with ticket sizes exceeding $250,000 and can navigate multi-year contract negotiations.
• You are comfortable working with internal legal, finance, and product teams to close complex transactions.
• You hold a current and valid driver's license and maintain a clean driving record suitable for domestic travel.
• You are authorized to work in the United States and require no sponsorship for employment at this time.

Nice to have

• Prior experience in asset tracking, fleet management, or logistics technology is preferred.
• Background in manufacturing, construction, or field services industries is advantageous.
• Familiarity with data analytics platforms and business intelligence tools is beneficial.
• Experience with CRM platforms such as Salesforce is strongly desired.
• Knowledge of video-based safety and telematics ecosystems is a plus.

Practical notes

This role is fully remote and open to candidates residing in the United States. No travel is required, and no specific working hours are stipulated in the source material.