[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 – EMEA Specialist AI Summary Samsara is hiring a remote UK-based Enterprise Specialist / Account Executive to grow adoption of Connected Equipment products across complex enterprise accounts. The role is an overlay sales position partnering with mainline Account Executives, ADRs, Product, and GTM teams to develop pipeline, architect solutions, and close strategic deals. The candidate needs at least five years of full-cycle enterprise sales experience and a record of exceeding quota on large, multi-stakeholder transactions. Success requires commercial acumen, consultative discovery, pilot execution, pricing insight, and the ability to influence without direct authority. The role includes customer-facing travel of 20% or more and rewards entrepreneurial sellers who can create new-product playbooks.[Apply for this job](#job-application)[View company](https://jobicy.com/company/samsara.md)ShareRemote from[UK](https://jobicy.com/job-region/uk.md)SalaryUndisclosedDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished12 Nov 2026Apply before12 Dec 2026Listing views41Application actions3Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. Opportunity details ## About this role. Who we are [Samsara](https://jobicy.com/company/samsara.md) (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](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). Show more [Apply now >](https://jobicy.com/jobs/161580-account-executive-emea-specialist-2.md) > Annual salary information is not provided for this position. Explore salary ranges for similar roles in our [Salary Directory ›](https://jobicy.com/salaries.md) * ![Upload CV](data:image/svg+xml;base64,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) ### Upload your resume now To unlock remote work opportunities and be discovered by global employers. 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. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a senior, high-impact enterprise overlay role involving six- and seven-figure deals, complex buying committees, and emerging product go-to-market work. The seller must independently shape strategy while coordinating internal and customer stakeholders. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$190,000US market range (per year)$150k–$240k0$264k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. No employer base-pay range is disclosed. Estimated annual USD base salary for a UK-based enterprise product specialist in complex B2B SaaS sales is approximately $150,000-$240,000, with a midpoint of $190,000; variable compensation and equity may be additional. ## Core skills Skills and capabilities most closely associated with this opportunity. [Enterprise sales](https://jobicy.com/jobs?search_keywords=Enterprise%20sales.md)[Full-cycle sales](https://jobicy.com/jobs?search_keywords=Full-cycle%20sales.md)[Strategic account management](https://jobicy.com/jobs?search_keywords=Strategic%20account%20management.md)[Complex deal negotiation](https://jobicy.com/jobs?search_keywords=Complex%20deal%20negotiation.md)[Consultative selling](https://jobicy.com/jobs?search_keywords=Consultative%20selling.md)[Go-to-market strategy](https://jobicy.com/jobs?search_keywords=Go-to-market%20strategy.md)[Pipeline generation](https://jobicy.com/jobs?search_keywords=Pipeline%20generation.md)[Sales enablement](https://jobicy.com/jobs?search_keywords=Sales%20enablement.md)[Cross-functional collaboration](https://jobicy.com/jobs?search_keywords=Cross-functional%20collaboration.md)[Customer discovery](https://jobicy.com/jobs?search_keywords=Customer%20discovery.md)[Value-based selling](https://jobicy.com/jobs?search_keywords=Value-based%20selling.md)[Pricing strategy](https://jobicy.com/jobs?search_keywords=Pricing%20strategy.md)[Pilot management](https://jobicy.com/jobs?search_keywords=Pilot%20management.md)[Stakeholder management](https://jobicy.com/jobs?search_keywords=Stakeholder%20management.md)[CRM management](https://jobicy.com/jobs?search_keywords=CRM%20management.md) Sample interview questionsDescribe a complex enterprise deal that involved multiple stakeholders and a lengthy sales cycle.I would explain the account context, map the buying committee, and show how I aligned operational, financial, technical, legal, and procurement priorities. I would quantify the business case, describe how I managed risks and objections, and conclude with the commercial outcome and lessons learned. How would you work effectively as an overlay specialist alongside a mainline Account Executive? I would establish clear account ownership, shared objectives, and a mutual engagement plan from the outset. My role would be to add product expertise, uncover specialized use cases, strengthen the value narrative, and help the AE move opportunities forward without creating confusion for the customer. How do you sell a new product when the sales playbook is still evolving? I begin with focused discovery to identify high-propensity customers and validate their operational pain points. I document repeatable objections, successful messaging, proof points, and pilot outcomes, then share these insights with Product, GTM, and the broader sales organization to improve the motion. What approach would you use to demonstrate ROI for Connected Equipment solutions? I would connect product capabilities to measurable operational outcomes such as equipment utilization, downtime reduction, safety improvement, maintenance efficiency, or asset visibility. I would build a customer-specific baseline, quantify the expected impact, and use pilot results to validate the business case with executive stakeholders. How do you maintain momentum in six- or seven-figure deals with complex procurement and security reviews? I create a mutual action plan with owners, milestones, dependencies, and executive checkpoints. I engage Legal, InfoSec, Procurement, and internal specialists early, maintain transparent communication on blockers, and continually reconnect each stakeholder to the strategic and financial value of the solution. Next step ## Apply now. Follow the employer’s application method and review Jobicy’s safety guidance before sharing personal information. 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