[All remote jobs](https://jobicy.com/jobs.md)[![Samsara logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/dd26f5ca-221.jpg)](https://jobicy.com/company/samsara.md)[Samsara](https://jobicy.com/company/samsara.md) # Account Executive, Mid Market (TOLA) Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/samsara.md)ShareRemote from[USA](https://jobicy.com/job-region/usa.md)SalaryUSD 152k–190k / yrDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished20 Oct 2026Apply before19 Nov 2026Listing views32Application actions2Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. Samsara is hiring a full-time Mid-Market Account Executive to sell its IoT and connected-operations platform to customers in the TOLA territory. The role owns a full sales cycle involving prospecting, discovery, proofs of concept, trials, multistakeholder buying groups, executive selling, and pricing negotiations. Candidates need at least two years of closing-sales experience, a record of closing annual-revenue deals above $10,000, and strong cold-calling and Salesforce capability. The position is remote for residents of eight specified US states and requires approximately 25% travel. Success depends on consistent quota attainment, consultative relationship building, and rapidly learning customers' operational industries. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 4/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 4/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a demanding quota-carrying role with complex, multistakeholder sales cycles, active prospecting expectations, and negotiation responsibility. The AE must independently build pipeline while translating a technical IoT offering into operational business value. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Highly competitive$171,000US market range (per year)$140k–$190k0$209.00k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. The employer explicitly lists annual on-target earnings of $152,000–$190,000 USD for full-time employees; the midpoint is $171,000 per year. Estimated US market OTE for a mid-market SaaS/IoT Account Executive is approximately $140,000–$190,000 annually, varying by territory, quota structure, and variable-pay attainment. ## Core skills Skills and capabilities most closely associated with this opportunity. [Full-cycle sales](https://jobicy.com/jobs?search_keywords=Full-cycle%20sales.md)[Mid-market sales](https://jobicy.com/jobs?search_keywords=Mid-market%20sales.md)[B2B SaaS sales](https://jobicy.com/jobs?search_keywords=B2B%20SaaS%20sales.md)[IoT solutions](https://jobicy.com/jobs?search_keywords=IoT%20solutions.md)[Pipeline generation](https://jobicy.com/jobs?search_keywords=Pipeline%20generation.md)[Cold calling](https://jobicy.com/jobs?search_keywords=Cold%20calling.md)[Prospecting](https://jobicy.com/jobs?search_keywords=Prospecting.md)[Salesforce](https://jobicy.com/jobs?search_keywords=Salesforce.md)[Consultative selling](https://jobicy.com/jobs?search_keywords=Consultative%20selling.md)[Executive selling](https://jobicy.com/jobs?search_keywords=Executive%20selling.md)[Stakeholder management](https://jobicy.com/jobs?search_keywords=Stakeholder%20management.md)[Proof of concept management](https://jobicy.com/jobs?search_keywords=Proof%20of%20concept%20management.md)[Pricing negotiation](https://jobicy.com/jobs?search_keywords=Pricing%20negotiation.md)[Quota attainment](https://jobicy.com/jobs?search_keywords=Quota%20attainment.md)[Relationship building](https://jobicy.com/jobs?search_keywords=Relationship%20building.md) Sample interview questionsDescribe a complex deal you closed involving multiple stakeholders and a long sales cycle.I would explain how I mapped the buying committee, identified operational and financial pain points for each stakeholder, created a mutual action plan, and maintained momentum through regular value-based follow-ups. I would quantify the contract value, sales-cycle length, and business result. How do you build pipeline when your territory has limited inbound demand? I use account research and segmentation to prioritize high-fit companies, identify relevant operational triggers, and run a multichannel outreach cadence centered on calls, email, and professional networking. I review conversion data weekly and adjust messaging, targeting, and activity levels to sustain coverage. How would you position Samsara to an operations leader still using manual processes? I would begin with discovery to understand current safety, compliance, asset-utilization, and workflow gaps. Then I would connect relevant telematics, video safety, and workflow capabilities to measurable outcomes such as fewer incidents, reduced administrative effort, and better operational visibility. What is your approach to handling pricing objections in a competitive deal? I avoid discounting before confirming the customer's decision criteria and the value of the solution. I reinforce quantified outcomes, align commercial terms to the customer's priorities, involve internal partners when appropriate, and exchange any concession for a clear commitment or accelerated next step. How do you ensure reliable forecasting in Salesforce? I keep opportunity stages tied to objective exit criteria, document stakeholder roles, next steps, risks, and close plans, and update records immediately after material interactions. I separate upside from commit based on verified customer actions rather than optimism and review my pipeline regularly with my manager. Opportunity details ## About this role. 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: Texas, Oklahoma, Louisiana, Arkansas, Kansas, Missouri, Mississippi, Alabama. 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 US states: Texas, Oklahoma, Louisiana, Arkansas, Kansas, Missouri, Mississippi, Alabama. 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 The compensation range shown spans approved pay zones for this role. Your primary work location determines the range applicable to you, which may be narrower than the full range displayed. 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](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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