About this role.
Samsara is hiring a senior Enterprise Specialist/Overlay Account Executive to expand adoption of Connected Equipment products across complex enterprise accounts. The role partners closely with mainline Account Executives and ADRs to create pipeline, architect high-value deals, run pilots, and establish repeatable go-to-market practices. Success requires a history of exceeding quota in complex six- and seven-figure enterprise sales cycles involving executive, procurement, legal, and information-security stakeholders. This is a UK-based remote role with at least 20% customer travel, reporting into the VP of Sales, EMEA.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would explain the account’s business problem, map each stakeholder’s decision criteria, and create a mutual action plan with clear owners and dates. I would show how I quantified value, addressed risk through early security and legal engagement, and maintained executive alignment through concise progress updates. I would close with measurable results such as contract value, sales-cycle length, and expansion potential.
I would align with the AE on account strategy, roles, opportunity qualification, and communication cadence at the outset. My focus would be on deep product expertise, use-case discovery, pilot design, and commercial positioning, while ensuring the AE retains a unified relationship with the customer. I would measure success through product pipeline, win rate, adoption, and the broader account team’s outcomes.
I start by identifying the customer’s operational workflow, current costs, risks, and performance gaps. I translate these into measurable outcomes such as reduced incidents, asset utilization, labor efficiency, or avoided downtime, then validate assumptions with operational and financial stakeholders. I use the resulting value model to support a phased pilot and a credible path to scaled investment.
I establish a written pilot charter with the customer that defines the use case, stakeholders, success metrics, implementation requirements, timeline, and conversion decision date. I schedule regular checkpoints to surface adoption barriers early and share evidence of value with executive sponsors. Before the pilot ends, I align on the commercial path, rollout scope, and procurement actions needed for conversion.
I would capture patterns from discovery calls, competitive feedback, pilot outcomes, objections, and winning deal motions. I would convert those findings into practical tools such as qualification criteria, discovery guides, ROI frameworks, battlecards, and sales plays, then test them with AEs and ADRs. I would use performance data and field feedback to refine the assets and share insights with Product and GTM leadership.
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:
Samsara is seeking a high-impact, strategic seller to lead the go-to-market execution for our newest frontiers in Connected Equipment. As an Enterprise Specialist (Overlay), you will partner with our Account Executives (AEs) to build deep partnerships with our largest, most complex accounts. You aren’t just selling a tool; you are pioneering GTM, ensuring our customers realize continuous value from new products as a part of the overall platform.
This specialist reports into the VP of Sales, EMEA and will be aligned by segment and product. AEs on the team are charged with accelerating the growth of one or more new product(s) and will be incentivized on quarterly product sales targets mapped to mainline sellers in the segment. Product Specialist sellers drive growth through strategic, high-value deal executing and enabling the segment overall to be successful.
This is a remote position open to candidates residing in the United Kingdom.
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, and most importantly, ensure workers return home safely.
- You have an innate curiosity about how businesses work: One day you’re meeting with a VP of Operations in waste management; the next, you’re diving into the logistics of a global food distributor. You seek to understand the “unit of value” for every customer.
- You build genuine, high-stakes relationships: Our customers operate in “boots-on-the-ground” industries. They value earned trust and partners who understand their operational realities.
- You want to be with the best: Samsara’s high-performance culture means you’ll be surrounded by the best and challenged to go farther than you have before.
- You are a team Player: In an overlay role, your success is tied to the success of the broader account team. You lead through influence, not just authority.
In this role, you will:
- Architect deals that align Samsara’s new products value with customer use cases to provide maximum value and return on investment
- Co-generate new product pipeline with ADRs/AEs across high propensity to buy accounts
- Drive strategy and pilot/trial success
- Provide commercial insights and pricing benchmarks often for unique set of competitors in the market
- Partner with GTM and Product to feed back insights and help shape roadmap
- Build frameworks, assets and insights that scale across the sales org
- Travel 20%+ to meet customers where they physically operate and to advance solutions and deals
- 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
Minimum requirements for the role:
- 5+ years in complex, full-cycle Enterprise sales.
- Proven Track Record: Consistent quota over-achievement in complex accounts with £500k+/€500k+ ARR transactions.
- Deal Complexity: Demonstrated success navigating 6- and 7-figure deals involving multiple stakeholders (Legal, Procurement, InfoSec, and C-Suite).
- Entrepreneurial Agility: Experience selling new products where the playbook is still being written.
An ideal candidate also has:
- Experience working in a specialist/overlay co-selling with a mainline AE team.
- Second language experience in French or German at business-level proficiency.
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 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 or click here if you require any reasonable accommodations throughout the recruiting process.
Our Commitment to Authenticity
We use Tofu, 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 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.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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