Account Executive, Mid Market (EST/CST)

The Account Executive, Mid Market at Samsara will be responsible for driving sales by identifying and engaging mid-sized customers, managing trials, and negotiating complex pricing structures. You will engage with multiple stakeholders, including executives and CXOs, ensuring they understand the value of integrating IoT solutions into their operations. This role also emphasizes continuous prospecting, forming genuine relationships, and understanding diverse industries to effectively meet customer needs.

To qualify for the Account Executive, Mid Market position at Samsara, candidates should have a minimum of 2 years of experience in full-cycle sales, with demonstrated success in closing deals larger than $10,000 in annual revenue. Ideal candidates will also exhibit a growth mindset, familiarity with Salesforce (SFDC), and possess strong interpersonal skills to build relationships with clients across various industries.

Performance for the Account Executive, Mid Market at Samsara is measured through consistent achievement of sales quotas, the ability to manage complex sales processes, and successfully nurturing client relationships. Top performers can expect competitive compensation, including bonuses and restricted stock units, aligning their success with the overall growth of the company.

The compensation package for the Account Executive, Mid Market at Samsara is designed to be competitive and includes a base salary plus performance-based bonuses and potential restricted stock unit awards. The anticipated annual on-target earnings range from $136,240 to $170,300 USD, depending on your city of residence, which reflects our commitment to recognizing and rewarding top talent.

Samsara thrives on a high-performance sales culture where collaboration, continuous learning, and curiosity are encouraged. As an Account Executive, Mid Market, you will be surrounded by talented team members who challenge you to grow and exceed your personal bests. Our inclusive work environment is dedicated to diversity and empowers everyone to make meaningful contributions.

When prospecting for new clients, I prioritize thorough research on potential customers and their industry needs. I leverage a combination of cold calling, networking, and social media to identify and connect with decision-makers. I ensure my outreach is personalized and relevant, highlighting how Samsara’s IoT solutions can resolve their specific challenges, ultimately fostering a trust-based relationship.

My experience with closing mid-sized deals has taught me the importance of understanding both the client's needs and the complexities of the sales process. I focus on building rapport, guiding stakeholders through the decision-making process, and providing tailored demonstrations of how our solutions can deliver ROI. By clearly communicating value and addressing concerns, I ensure successful closures.

Managing relationships with multiple stakeholders involves clear communication and understanding everyone's unique role in the decision-making process. I make it a point to identify key stakeholders early on, adapting my communication style to resonate with each party. Regular check-ins and updates help maintain trust and ensure alignment throughout the negotiation and sales process.

Overcoming objections requires active listening and empathy. I always ask clarifying questions to understand the concern better before addressing it. I also share success stories and case studies that alleviate their worries, reinforcing the value of our solutions. This approach builds credibility and demonstrates my commitment to helping the customer.

I prioritize my sales pipeline based on various factors, including potential deal size, urgency, and the likelihood of closing. I regularly review my pipeline and categorize leads into hot, warm, and cold. This allows me to focus my efforts on opportunities that are most likely to close while also nurturing other leads with consistent follow-ups.

Challenges in sales often include fierce competition and changing market dynamics. I tackle these by staying informed on industry trends and continuously refining my techniques. I also actively seek feedback from my peers and mentors, utilizing their insights to adapt my approach, which has consistently led to successful outcomes.

Staying motivated in a sales role comes from setting clear, achievable goals and celebrating small wins along the way. I also surround myself with a supportive team that encourages learning and collaboration. Regularly reflecting on my personal growth and the positive impact of my work on customers also fuels my passion for the role.

My process for conducting sales presentations involves thorough preparation. I first research the client to understand their challenges and objectives. During the presentation, I tailor my pitch to emphasize relevant benefits of Samsara’s solutions, incorporating engaging visuals and data. I encourage questions to foster interaction and ensure clarity, aiming to leave a lasting impression.

Samsara’s products include comprehensive solutions such as Vehicle Telematics and Equipment Monitoring that harness IoT data to enhance operational efficiency. These tools provide actionable insights that help customers improve safety, reduce costs, and streamline operations. I am particularly fascinated by how our technology is revolutionizing outdated practices in various industries.

I am drawn to the Account Executive, Mid Market role at Samsara because of the company’s commitment to innovation in the IoT space and its focus on positively impacting essential industries. I appreciate the opportunity to work with a diverse team in a high-performance culture, where I can leverage my skills while contributing to meaningful growth for both customers and the company.