About this role.
Samsara is hiring a Mid-Market Account Executive to sell its IoT and connected-operations platform to customers in physical-operations industries. The role owns full-cycle new-business sales, including prospecting, discovery, proof-of-concepts, trials, executive engagement, and multifaceted pricing negotiations. Candidates need at least two years of closing-sales experience and a record of independently closing deals exceeding $10,000 in annual revenue. The territory is limited to eight southeastern US states, requires approximately 25% travel, and emphasizes high-volume cold calling, quota attainment, and Salesforce familiarity.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
4/5Communication 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 segment the territory by industry fit, company size, trigger events, and likely operational pain points. I combine account research with high-volume calling, tailored email outreach, and multi-threading into operations, safety, finance, and executive stakeholders. I track conversion metrics by sequence and adjust messaging quickly based on what produces meetings and qualified opportunities.
In a prior role, I mapped the buying committee early and identified each stakeholder’s desired outcome, including operational impact, financial justification, and implementation risk. I coordinated discovery, a structured evaluation, and clear mutual action plans while maintaining executive alignment. The deal closed because we quantified value, addressed objections directly, and kept every decision-maker engaged throughout the process.
I would start by understanding their current workflow, safety exposure, operational inefficiencies, and reporting gaps rather than leading with product features. Then I would connect relevant platform capabilities to measurable outcomes such as reduced incidents, improved asset utilization, faster compliance reporting, or lower administrative effort. A targeted proof-of-concept would validate the business case using the customer’s own operational data.
I establish value and success criteria before discussing discounts, ensuring the customer understands the cost of the current problem and the return from solving it. During negotiation, I trade rather than give, linking any concession to a meaningful commitment such as term length, scope, implementation timing, or reference participation. I also involve internal partners early to maintain pricing discipline and avoid late-stage surprises.
Consistent attainment comes from maintaining pipeline coverage well before the end of the quarter, accurately qualifying opportunities, and rigorously managing next steps. I review funnel metrics weekly, protect time for prospecting even when deals are active, and seek coaching on stalled opportunities. This combination of activity discipline, forecast honesty, and continuous improvement makes performance repeatable.
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:
This is a dynamic, high energy role in which you will bring the Internet of Things to mid-sized customers, building Samsara’s business and bringing the benefits of sensor data to customers. Typical sales will be $20k to $100k, and involve POCs, multiple stakeholders, managing trials, multi-faceted pricing negotiations, and selling to executives and CXOs.
This role is open for candidates residing in the following US states: West Virginia, Virginia, Kentucky, Tennessee, North Carolina, South Carolina, Georgia, Florida . The role requires travel approximately 25% of the time.
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.
- Your mantra is #alwaysbeprospecting: The world of operations is vast. Your customers are often out in the field and the best way to catch them is live on the phone. Samsara’s top reps do constant research to find companies and contacts to expand their pipeline.
- You have innate curiosity in how businesses work: One day you’ll meet with someone in waste management and the next you may be learning about the inner workings of a food distribution center. Our top sales team members seek to learn the ins and outs of the businesses they support in order to make a larger impact.
- You are a life-long learner: Samsara sales are complex. You will need to learn about businesses where you previously had little knowledge. The payoff is big but you have to be willing to put in the work.
- You build genuine relationships with your customers: The industries we serve have relied on pen-and-paper solutions for years and haven’t been met with the type of technology we offer. Our customers value earned trust and human relationships built over time.
- You want to be with the best: Samsara’s high-performance Sales culture means you’ll be surrounded by the best and challenged to go farther than you have before.
Minimum requirements for this role:
- 2+ years experience in a full-cycle, closing sales role
- Experience independently closing new deals larger than $10,000 in annual revenue
All candidates must be located in one of the following states: West Virginia, Virginia, Kentucky, Tennessee, North Carolina, South Carolina, Georgia, Florida.
An ideal candidate has:
- Proven track record of consistent quota achievement
- Experience selling in the midmarket space – medium to large deals sizes
- Experience with high-volume cold calling
- Must demonstrate a growth mindset and a willingness to be collaborative with your teammates and in your selling process
- SFDC familiarity
Annual on-target earnings (OTE) range for full-time employees for this position is below and depends on your city of residence. Learn more about our total rewards and benefits below.
Annual OTE Salary
$152,000—$190,000 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 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.
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