# Director, GTM Business Operations Remote from[USA](https://jobicy.com/job-region/usa.md)Salary, yearly, USD 148,680 - 265,500Department [Business Development](https://jobicy.com/categories/business.md) Employment type Full Time, Job posted26 Jun 2026Apply before26 Jul 2026Experience level Director Views / Applies 24 / 4 [About company](https://jobicy.com/company/samsara.md) [Share](#share) About [Samsara](https://jobicy.com/company/samsara.md) Samsara provides software and insights for physical operations to help businesses operate their physical operations more efficiently. * [Computer Software](https://jobicy.com/company-category/software.md) * 2015 Actively Hiring Verified job posting This job post has been [manually reviewed](https://jobicy.com/tools/help-center/employee/how-does-jobicy-verify-the-legitimacy-of-remote-job-listings.md) for authenticity and compliance. Tailor Resume Check Job Fit Cover Letter ### Tailor my resume to this job Discover how to best rewrite and optimize your resume for this specific job. You'll receive personalized suggestions and detailed guidance to highlight your key strengths, effectively address the job requirements, and make your application more compelling to recruiters and hiring managers. After analyzing your resume, I can provide several recommendations to better position yourself for this role. Your background in software development shows strong technical skills, particularly in Java and Python development. However, for this Senior Backend Developer position, I notice there could be more emphasis on your experience with microservices architecture and cloud technologies, which are key requirements for this role. I recommend highlighting specific projects where you utilized these technologies and quantifying your achievements to demonstrate impact... Upgrade to Plus ### Am I a good fit for this job? Understand your compatibility with this specific job opportunity. Our detailed analysis will assess your resume against the role's requirements, providing insights into your potential fit, key skill alignments, and areas you might need to develop to be a strong candidate. After assessing your resume against the job requirements, here's a summary of your fit: 1. Overall Match: Moderate Fit (Approx. 65-70%). Your resume shows good alignment with several core responsibilities for the Project Manager role, especially your experience in agile methodologies and stakeholder communication. 2. Key Strengths: Your PMP certification and proven track record in delivering projects on time are strong assets for this position. 3. Potential Gap: The role specifies experience with 'XYZ specific software', which is not explicitly mentioned in your resume. If you have this experience, ensure it's highlighted. 4. Recommendation: Consider adding a quantifiable achievement related to budget management, as this is often a key metric for PM roles... Upgrade to Plus ### Cover Letter Assistant Need help writing a compelling cover letter? Our system can analyze this job and your resume to help you draft personalized paragraphs that highlight your strengths and impress hiring managers. Let me help you draft a strong opening... Dear Hiring Manager, I am writing to express my keen interest in the Senior Marketing Manager position. My background in developing data-driven marketing strategies and leading successful product launches, as detailed in my resume, directly aligns with your need for a candidate capable of enhancing brand visibility and driving market share growth. I am confident I can make a significant contribution to your team... Upgrade to Plus ### AI Summary Samsara is seeking a Director of GTM Business Operations to partner with sales leaders for the Commercial and Mid-market segments. This role involves owning the end-to-end business strategy, driving cross-functional investments, and acting as a trusted advisor to senior leadership. The position requires deep understanding of sales performance, customer segments, and market dynamics to unlock exponential growth. As a strategic leader, you will lead complex projects, develop executive presentations, and influence high-impact decisions. This remote role offers the opportunity to shape the future of physical operations within a recently public company. ### Role DNA Job Complexity Easy Hard Pace & Pressure Relaxed Fast-paced Autonomy Level Guided Full Ownership Communication Load Independent Highly Collaborative AI Insight The role demands strategic leadership of complex cross-functional projects and trusted advisory to senior leadership, making it highly challenging but not at the most extreme level. ### Salary Analysis Median Highly Competitive USD207,090US Market USD150k – 250k 0 USD275k AI Insight The offered salary range ($148,680 - $265,500) is competitive and aligns well with the US market for Director-level GTM operations roles, which typically range from $150,000 to $250,000. The median of $207,090 is at the higher end of the market, reflecting the seniority and impact of the position. ### Key Skills GTM Strategy Business Operations Sales Leadership Cross-functional Collaboration Strategic Planning Data Analysis IoT SaaS Revenue Growth Market Intelligence ### Cover Letter Sample Dear Hiring Manager, I am writing to express my interest in the Director, GTM Business Operations position at Samsara. With over 10 years of experience in sales strategy and operations within high-growth SaaS companies, I have a proven track record of driving revenue growth and operational excellence across commercial and mid-market segments. My ability to synthesize complex data into actionable insights and partner with executive leadership aligns seamlessly with the needs of this role. I am particularly drawn to Samsara's mission of digitally transforming physical operations to improve safety and sustainability. I am excited about the opportunity to lead strategic initiatives that will unlock exponential growth and make a tangible impact on global industries. Thank you for considering my application. I look forward to the possibility of contributing to Samsara's success. Sincerely, [Your Name] Copy ### Possible Interview Questions How would you approach developing a growth strategy for a mid-market segment?I would start by analyzing historical sales data, customer segmentation, and competitive landscape to identify key levers for growth. Then, I would collaborate with sales leaders to define target personas, refine messaging, and prioritize initiatives based on potential impact and resource requirements. Regular reviews of KPIs such as win rates, deal sizes, and customer acquisition costs would ensure continuous optimization.Describe a time you led a complex cross-functional project. What was the outcome?In my previous role, I led a project to launch a new product in the mid-market segment, involving sales, marketing, product, and finance. We faced challenges in aligning priorities and timelines. I established clear milestones, facilitated weekly syncs, and used data to drive decisions. The project launched on time, resulting in a 20% increase in new customer acquisition within the first quarter.How do you prioritize initiatives when resources are limited?I use a framework that evaluates initiatives based on strategic alignment, potential revenue impact, urgency, and resource requirements. I also consider input from key stakeholders and data on past performance. Once priorities are set, I communicate trade-offs clearly and ensure alignment across teams to focus on the highest-value activities.What metrics do you consider critical for measuring GTM success?Key metrics include customer acquisition cost (CAC), lifetime value (LTV), win rate, sales cycle length, monthly recurring revenue (MRR) growth, and churn rate. For specific segments, I track lead conversion rates, pipeline velocity, and forecast accuracy. These metrics provide a holistic view of go-to-market effectiveness and areas for improvement.How would you build trust with sales leadership as a strategic partner?Building trust requires demonstrating deep understanding of their challenges and goals, delivering actionable insights, and consistently following through on commitments. I would prioritize listening to their feedback, transparently sharing data and rationale for recommendations, and celebrating joint successes. Over time, showing measurable impact on revenue and efficiency would solidify the partnership. 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, and Equipment Monitoring. 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. About the role: The Business Operations team’s mandate is to own the end-to-end understanding of our business in each of our vertical markets and set the strategy for how to grow it over the next three years. We identify the strategic levers for growth, align cross-functional teams, and drive towards high impact outcomes. We report to executive and C-level leadership on the health and priorities of each market and act as trusted advisors and thought partners to our sales leaders. Each team member is an expert on their respective market across Samsara’s end-to-end business and is empowered to identify and drive the levers for the next wave of growth. We’re defined by our insatiable curiosity and our ownership mindset. Samsara is looking for a Director, GTM Business Operations to act as the thought partner to the sales leaders for the Commercial and Mid-market business segments and to drive towards outcomes that unlock exponential growth. This role acts as the expert on the end-to-end business health and strategy of the Commercial and Mid-market business segments, with a deep understanding of everything from segment-level sales performance to developing the growth agenda with the sales leaders. This role is the trusted thought partner of our sales leadership as well as being seen as the business and strategy expert by our executive leadership team and cross-functional stakeholders. This is a remote position open to candidates based in the United States. Relocation assistance will not be provided for this role. In this role, you will: Act as the strategic owner of the Commercial and Mid-market business segments, developing a deep understanding of customer segments, sales performance, product-market fit, competitive landscape, and operational drivers to identify key levers for growth. * Represent the voice of the Commercial and Mid-market business segments, synthesizing field feedback and market intelligence to inform broader company strategy, product roadmap decisions, and customer-facing programs. * Drive and track the execution of cross-functional investments within the business. * Lead complex strategic projects with urgency and clarity, such as new segment launches or field productivity improvements. * Work iteratively and with urgency to drive value quickly. Serve as the trusted advisor to Commercial and Mid-market business sales leadership, supporting annual and quarterly planning, territory design, goal setting & forecasting, performance reviews, sales metrics, and in-quarter execution to help teams consistently beat targets. * Develop executive-ready presentations and recommendations, regularly briefing senior leadership and influencing high-impact decisions at the company-wide level. * Identify and recommend improvements to optimize sales performance and help Sales leaders hit their number. Own the rhythm of the business, including quarterly business reviews, monthly market updates, annual planning, and forecasting processes with a focus on insights, decision-making, and accountability. * Own your own analytics and insights, independently pulling and transforming data across multiple sources (e.g., Salesforce, Databricks, Gong, Tableau) to uncover trends, diagnose root causes, and support data-driven decision making—bringing both technical rigor and business acumen to your analyses. * Leverage AI and automation tools to accelerate impact, using capabilities such as AI-driven forecasting, workflow automation, and generative insights to improve operational efficiency, reduce manual effort, and uncover new growth opportunities faster than ever before. 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 Hire, develop and lead an inclusive, engaged, and high performing team Minimum requirements for the role: * 10+ years of experience in Consulting, Strategy, Finance, Business Operations, or Sales Strategy & Operations * Ownership mindset with willingness to shape end-to-end outcomes of the market * Experience in building trusting relationships and influencing others (incl. executive audiences) * Experience working with executive leadership and partnering with sales leadership * Highly organized with exceptional attention to detail and the ability to manage multiple projects on a tight deadline * Strong analytical and logical reasoning skills; deep sense of curiosity * Strong bias for action * Able to convey complex ideas in a clear, concise manner both verbally and in writing * Ability to coach and grow a team of highly motivated, highly skilled business operations associates and managers * Bachelor’s degree An ideal candidate also has: * MBA preferred * Experience at a high-growth B2B AI or SaaS company * Has worked across large and dynamic markets * Experience working with large data sets and leveraging Databricks, BigQuery, SQL, or similar is very helpful * Low ego, good sense of humor, and comfort with ambiguity all will go a long way in this dynamic space * Very dialed into driving impact and showing good judgement in picking the right initiatives to focus on The range of annual base salary for full-time employees for this position is below. Please note that base pay offered may vary depending on factors including your city of residence, job-related knowledge, skills, and experience. Learn more about our total rewards and benefits below. Annual Base Salary$148,680—$265,500 USD Total Rewards At Samsara, we build for the people who keep the global economy moving. We want owners, not passengers, which is why [our rewards](https://www.samsara.com/company/careers/benefits) are designed to fuel high-impact builders. Our compensation program delivers above-market total compensation through a combination of base salary, performance-based bonus/variable pay, and equity (for eligible roles) in a high-growth public company. We meaningfully differentiate pay for our top performers, who have the opportunity to earn above-market compensation that can outpace the broader market over time. Beyond compensation, we provide the foundations that enable long-term success: a flexible, employee-led remote model, a professional development stipend, comprehensive health and parental leave plans, and more. If you’re ready to build for the long term and own the outcome, your journey starts here. 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. Belonging at Samsara 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 and want to ensure that Samsara is a place where people from all backgrounds can make an impact. 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](mailto:accessibleinterviewing@samsara.com) or [click here](https://forms.gle/DrM6DFQUiSgfPtCVA) if you require any reasonable accommodations throughout the recruiting process. Our Commitment to Authenticity We use [Tofu](https://hiretofu.com/privacyPolicy), a fraud detection tool, to validate the authenticity of applications and protect against identity fraud. This ensures we are connecting with real people and allows us to prioritize genuine candidates. Please see Samsara’s [Candidate Privacy Notice](https://www.samsara.com/legal/candidate-privacy-notice) for more information. 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, @us-greenhouse-mail.io or @mail3.guide.co. For more information regarding fraudulent employment offers, please visit our [blog post here](https://samsara.com/blog/avoiding-fake-job-offers). 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