[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 (West) 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 TimeExperienceDirectorPublished1 Nov 2026Apply before1 Dec 2026Listing views41Application 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 seeking a full-time Mid-Market Account Executive to sell Connected Operations and IoT solutions to mid-sized customers across designated western US states. The role manages the complete sales cycle, including prospecting, discovery, POCs, trials, executive-level selling, pricing negotiations, and closing. Candidates need at least two years of closing-sales experience and a record of independently closing new deals above $10,000 in annual revenue. Success depends on consistent quota attainment, high-volume cold calling, Salesforce familiarity, consultative relationship building, and the ability to learn complex customer operations. The position includes approximately 25% travel and offers annual OTE based on the employee's city of residence. ## 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 full-cycle sales role with complex multi-stakeholder deals, trials, and pricing negotiations. It requires sustained outbound prospecting and the ability to communicate value to operational leaders and executives. ## 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–$200k0$220.00k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. The employer discloses an annual on-target earnings range of $152,000–$190,000 USD, with a midpoint of $171,000. This range includes the role's OTE and may combine base salary with performance-based variable pay. The estimated US market range for a mid-market SaaS Account Executive is $140,000–$200,000 USD annually, depending on territory, quota, industry expertise, and commission structure. ## Core skills Skills and capabilities most closely associated with this opportunity. [Full-cycle sales](https://jobicy.com/jobs?search_keywords=Full-cycle%20sales.md)[B2B SaaS sales](https://jobicy.com/jobs?search_keywords=B2B%20SaaS%20sales.md)[Mid-market sales](https://jobicy.com/jobs?search_keywords=Mid-market%20sales.md)[Sales prospecting](https://jobicy.com/jobs?search_keywords=Sales%20prospecting.md)[Cold calling](https://jobicy.com/jobs?search_keywords=Cold%20calling.md)[Pipeline management](https://jobicy.com/jobs?search_keywords=Pipeline%20management.md)[Consultative selling](https://jobicy.com/jobs?search_keywords=Consultative%20selling.md)[Executive selling](https://jobicy.com/jobs?search_keywords=Executive%20selling.md)[Salesforce CRM](https://jobicy.com/jobs?search_keywords=Salesforce%20CRM.md)[Pricing negotiation](https://jobicy.com/jobs?search_keywords=Pricing%20negotiation.md)[Proof of concept management](https://jobicy.com/jobs?search_keywords=Proof%20of%20concept%20management.md)[Trial management](https://jobicy.com/jobs?search_keywords=Trial%20management.md)[Quota attainment](https://jobicy.com/jobs?search_keywords=Quota%20attainment.md)[Relationship building](https://jobicy.com/jobs?search_keywords=Relationship%20building.md)[IoT solutions](https://jobicy.com/jobs?search_keywords=IoT%20solutions.md) Sample interview questionsDescribe a complex mid-market deal you closed involving multiple stakeholders.I mapped the buying committee early, identified each stakeholder's business priorities, and created a mutual action plan with clear owners and dates. I used discovery findings to tailor the business case, addressed technical concerns through a structured evaluation, and maintained executive alignment through regular updates. The result was a closed deal with a clear rollout plan and strong customer sponsorship. How do you maintain a healthy pipeline in a high-volume outbound environment? I set weekly activity and pipeline-creation targets, segment accounts by fit and intent, and use a repeatable multichannel outreach cadence. I review conversion rates by stage to improve messaging and prioritize follow-up on accounts with validated pain. I also protect daily prospecting time so pipeline generation remains consistent even during active deal cycles. How would you position Samsara's IoT platform to an operations leader who relies on manual processes? I would begin by understanding their current workflow, safety exposure, operational bottlenecks, and cost of limited visibility. Then I would connect relevant Samsara capabilities, such as vehicle telematics or video-based safety, to measurable outcomes such as fewer incidents, improved utilization, and better field accountability. I would propose a practical evaluation plan that demonstrates value in their environment. How do you approach pricing negotiations while protecting deal value? I first confirm the customer's decision criteria, expected outcomes, implementation scope, and approval process before discussing concessions. I trade rather than give, linking any commercial flexibility to commitments such as term length, deployment scope, or timing. Throughout the negotiation, I reinforce the quantified business value rather than allowing the conversation to focus only on price. What does consistent quota attainment require from an Account Executive? Consistent attainment requires disciplined pipeline coverage, accurate forecasting, strong qualification, and continuous prospecting. I inspect my funnel regularly, identify risks early, and create specific next steps with customers rather than relying on optimistic close dates. I also seek coaching on lost deals and activity patterns so I can improve my process over time. 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: Washington, Oregon, California, Alaska, Hawaii, Nevada, Idaho, Montana, Wyoming, Colorado, New Mexico, Arizona, Utah. 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: Washington, Oregon, California, Alaska, Hawaii, Nevada, Idaho, Montana, Wyoming, Colorado, New Mexico, Arizona, Utah 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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This job listing has been manually reviewed by the Jobicy Trust & Safety Team for compliance with our posting guidelines, including verification of the company's legitimacy, accuracy of job details, clarity of remote work policy, and absence of misleading or fraudulent content. Next step ## Apply now. Follow the employer’s application method and review Jobicy’s safety guidance before sharing personal information. Keep exploring ## Related remote jobs. * ![GitLab logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2020/12/WRILS-201207055737-109952.jpg) GitLab Nov 1 New ### [Territory Sales Manager](https://jobicy.com/jobs/158336-territory-sales-manager.md) GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. 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