Enterprise Sales Engineer - Strategic Accounts - US East
Who we are
Samsara (NYSE: IOT) is the pioneer of the Connected Operations™ Cloud, which is a platform that enables organizations that depend on physical operations to harness Internet of Things (IoT) data to develop actionable insights and improve their operations. At Samsara, we are helping improve the safety, efficiency and sustainability of the physical operations that power our global economy. Representing more than 40% of global GDP, these industries are the infrastructure of our planet, including agriculture, construction, field services, transportation, and manufacturing — and we are excited to help digitally transform their operations at scale.
Working at Samsara means you’ll help define the future of physical operations and be on a team that’s shaping an exciting array of product solutions, including Video-Based Safety, Vehicle Telematics, Apps and Driver Workflows, Equipment Monitoring, and Site Visibility. As part of a recently public company, you’ll have the autonomy and support to make an impact as we build for the long term.
make an impact as we build for the long term.
About the role:
As a Strategic Sales Engineer at Samsara, you’d be an integral part of a diverse team working to help modernize essential industries through the application of cutting edge IoT solutions. Your work would directly contribute to a cleaner, more efficient and productive supply chain by creating safer roadways, reducing fuel consumption and emissions, and providing a consolidated platform for connecting operations. Our daily customer engagements include conversations around how IoT can positively impact logistics management, workplace safety programs, fleet maintenance strategies, global asset management, and regulatory compliance. This means a successful SE at Samsara will develop a thorough understanding of the application of IoT hardware and sensors, hands-on hardware installation strategies, managing data collection over carrier networks, presenting a robust cloud infrastructure, and building third-party system integrations (via our open API) to ensure the best technical solution is presented to Samsara customers. Our Strategic Sales Engineers work in-region alongside our Strategic Account Executives and Regional Sales Directors, owning the technical pre-sales cycle for our largest and most strategic prospective customers.
This role is a remote position open to candidates based in the US, living within the Eastern Time Zone. This position requires the ability to travel frequently (50%).
You should apply if:
- You want to impact the industries that run our world: Your efforts will result in real-world impact—helping to keep the lights on, get food into grocery stores, reduce emissions, and most importantly, ensure workers return home safely.
- You are the architect of your own career: If you put in the work, this role won’t be your last at Samsara. We set up our employees for success and have built a culture that encourages rapid career development, countless opportunities to experiment and master your craft in a hyper growth environment.
- You’re energized by our opportunity: The vision we have to digitize large sectors of the global economy requires your full focus and best efforts to bring forth creative, ambitious ideas for our customers.
- You want to be with the best: At Samsara, we win together, celebrate together and support each other. You will be surrounded by a high-calibre team that will encourage you to do your best.
In this role, you will:
- Champion, role model, and embed Samsara’s cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team) as we scale globally and across new offices
- Become an expert on Samsara products: where the rubber of cutting-edge tech (IoT, AI, computer vision) meets the road of driving digital transformation for physical operations.
- Be a core member of Samsara’s pre-sales team, penetrating and growing our footprint in North America’s largest fleets and organizations with physical operations at the most significant scale.
- Working hand-in-glove with strategic sales and sales leadership, proving Samsara to be the right vendor, technically and also as a reliable long-term business partner.
- Partner with sales executives to plan, prepare and execute on strategic deals in complex sales cycles.
- Successfully match customer pain points and requirements to proposed solutions.
- Establish customer relationships and trust throughout and beyond the sales cycle.
- Work in multiple levels of the technology stack.
- Deploy and install hardware and installation (for POCs).
- Set up SaaS dashboards.
- Manage custom reporting and integrations via our API.
- Mentor other SEs on the team.
- Provide strong team contributions (technical knowledge, industry knowledge, training, etc.).
Minimum requirements for the role:
- Candidates must be physically located within the Eastern time-zone of the United States, and be willing to travel up to 50% of the time.
- Bachelors of Science degree from a 4 year accredited university
- Technical Sales Professional: Minimum of 8+ years of customer-facing pre-sales experience. At least 3+ years in enterprise sales.
- Technical Expertise: Deep understanding of security, cloud software, automation, networking, and control systems.
- Hands-on Problem Solver: Proven ability to diagnose and repair electrical and mechanical systems in a maintenance/shop environment.
- Solution Architect: You excel at selling complex solutions, and navigating intricate customer evaluations and deployments.
- Customer Advocate: You analyze customer requirements, prioritize feature requests, and champion collaboration between customers and product teams.
- Business Acumen: You can develop compelling financial models and business justifications to support your recommendations. Must have a solid understanding of value delivery frameworks and customer value realization.
- Project Catalyst: Experience leading complex projects and fostering a collaborative environment where stakeholders are empowered to achieve results.
An ideal candidate also has:
- Consistent track record selling complex solutions, selling on value and orienting trials to outcomes.
- Well-versed in one of the following: cloud software, networking, automation, and control systems.
- Experience with integration projects. At minimum comprehend RESTFul APIs. A plus for scripting (Python, javascript etc.) experience.
- IoT, hardware gadgets, vehicles, or general tinkering experience (work or hobby) a plus.
- Experience working with Fleet, Logistics, Supply Chain, Telematics, Manufacturing, or general operations background is beneficial.
- Technical Proficiency: Experience with APIs and/or scripting languages like Python.
- Knowledge Sharer: Experience with technical enablement and knowledge sharing across teams.
- Adept in Big Data: Familiarity with Databricks (Spark, Delta Lake, MLflow).
- Industry Knowledge: Experience with Commercial Trucking Fleets and Logistics.
Samsara’s Compensation Philosophy: Samsara’s compensation program is designed to deliver Total Direct Compensation (based on role, level, and geography) that is at or above market. We do this through our base salary + bonus/variable + restricted stock unit awards (RSUs) for eligible roles. For eligible roles, a new hire RSU award may be awarded at the time of hire, and additional RSU refresh grants may be awarded annually.
We pay for performance, and top performers in eligible roles may receive above-market equity refresh awards which allow employees to achieve higher market positioning.
At Samsara, we welcome everyone regardless of their background. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender, gender identity, sexual orientation, protected veteran status, disability, age, and other characteristics protected by law. We depend on the unique approaches of our team members to help us solve complex problems. We are committed to increasing diversity across our team and ensuring that Samsara is a place where people from all backgrounds can make an impact.
Benefits
Full time employees receive a competitive total compensation package along with employee-led remote and flexible working, health benefits, Samsara for Good charity fund, and much, much more. Take a look at our Benefits site to learn more.
Accommodations
Samsara is an inclusive work environment, and we are committed to ensuring equal opportunity in employment for qualified persons with disabilities. Please email accessibleinterviewing@samsara.com or click here if you require any reasonable accommodations throughout the recruiting process.
Flexible Working
At Samsara, we embrace a flexible working model that caters to the diverse needs of our teams. Our offices are open for those who prefer to work in-person and we also support remote work where it aligns with our operational requirements. For certain positions, being close to one of our offices or within a specific geographic area is important to facilitate collaboration, access to resources, or alignment with our service regions. In these cases, the job description will clearly indicate any working location requirements. Our goal is to ensure that all members of our team can contribute effectively, whether they are working on-site, in a hybrid model, or fully remotely. All offers of employment are contingent upon an individual’s ability to secure and maintain the legal right to work at the company and in the specified work location, if applicable.
Fraudulent Employment Offers
Samsara is aware of scams involving fake job interviews and offers. Please know we do not charge fees to applicants at any stage of the hiring process. Official communication about your application will only come from emails ending in ‘@samsara.com’ or ‘@us-greenhouse-mail.io’. For more information regarding fraudulent employment offers, please visit our blog post here.
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Samsara is thrilled to invite applications for the Enterprise Sales Engineer - Strategic Accounts position, targeting candidates located in the Eastern Time Zone. As a pioneer of the Connected Operations™ Cloud, we empower industries that depend on physical operations to leverage IoT data, ultimately driving transformative insights in agriculture, construction, transportation, and more. In this role, you will play a crucial part in modernizing these essential sectors through cutting-edge IoT solutions, enhancing safety, efficiency, and sustainability across the board. Your day-to-day will involve a dynamic mix of technical sales activities, customer engagements, and collaborative strategy sessions with our Strategic Account Executives. You'll not only demonstrate how our hardware and software can alleviate customer pain points but also provide expert consultation on installation and integration processes. This means becoming the IoT expert that customers can trust while managing the entire pre-sales cycle for major stakeholders. The significant travel required (up to 50%) positions you in a key role to meet and engage with customers where they are. You’ll thrive in a culture that celebrates collaboration and idea-sharing, with ample opportunities for professional growth. If you're passionate about making a real-world impact within industries that keep the economy running, this would be a perfect role for you. Join us at Samsara and help us shape the future of physical operations while advancing your career in an innovative and supportive environment!
By
Samsara
Samsara is a leading software company that offers a platform providing AI safety programs, real-time visibility, workflows, reporting, and an ecosystem of integrations to connect the operations that power the economy.
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