Enterprise Sales Engineer

Summary

Join Samsara, a pioneer in the Connected Operations™ Cloud, as a Strategic Sales Engineer. You will be a key member of a team modernizing essential industries using cutting-edge IoT solutions. This remote, Eastern Time Zone-based role involves frequent travel (50%) and focuses on pre-sales activities for large, strategic customers. You will champion Samsara's cultural principles, become a product expert, and work closely with sales leadership to close complex deals. The position requires significant technical expertise, problem-solving skills, and experience in selling complex solutions. Samsara offers a competitive compensation package and benefits.

Requirements

• Candidates must be physically located within the Eastern time-zone of the United States, and be willing to travel up to 50% of the time
• Bachelors of Science degree from a 4 year accredited university
• Technical Sales Professional: Minimum of 8+ years of customer-facing pre-sales experience. At least 3+ years in enterprise sales
• Technical Expertise: Deep understanding of security, cloud software, automation, networking, and control systems
• Hands-on Problem Solver: Proven ability to diagnose and repair electrical and mechanical systems in a maintenance/shop environment
• Solution Architect: You excel at selling complex solutions, and navigating intricate customer evaluations and deployments
• Customer Advocate: You analyze customer requirements, prioritize feature requests, and champion collaboration between customers and product teams
• Business Acumen: You can develop compelling financial models and business justifications to support your recommendations. Must have a solid understanding of value delivery frameworks and customer value realization
• Project Catalyst: Experience leading complex projects and fostering a collaborative environment where stakeholders are empowered to achieve results

Responsibilities

• 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
• Become an expert on Samsara products: where the rubber of cutting-edge tech (IoT, AI, computer vision) meets the road of driving digital transformation for physical operations
• Be a core member of Samsara’s pre-sales team, penetrating and growing our footprint in North America’s largest fleets and organizations with physical operations at the most significant scale
• Working hand-in-glove with strategic sales and sales leadership, proving Samsara to be the right vendor, technically and also as a reliable long-term business partner
• Partner with sales executives to plan, prepare and execute on strategic deals in complex sales cycles
• Successfully match customer pain points and requirements to proposed solutions
• Establish customer relationships and trust throughout and beyond the sales cycle
• Work in multiple levels of the technology stack
• Deploy and install hardware and installation (for POCs)
• Set up SaaS dashboards
• Manage custom reporting and integrations via our API
• Mentor other SEs on the team
• Provide strong team contributions (technical knowledge, industry knowledge, training, etc.)

Preferred Qualifications

• Consistent track record selling complex solutions, selling on value and orienting trials to outcomes
• Well-versed in one of the following: cloud software, networking, automation, and control systems
• Experience with integration projects. At minimum comprehend RESTFul APIs. A plus for scripting (Python, javascript etc.) experience
• IoT, hardware gadgets, vehicles, or general tinkering experience (work or hobby) a plus
• Experience working with Fleet, Logistics, Supply Chain, Telematics, Manufacturing, or general operations background is beneficial
• Technical Proficiency: Experience with APIs and/or scripting languages like Python
• Knowledge Sharer: Experience with technical enablement and knowledge sharing across teams
• Adept in Big Data: Familiarity with Databricks (Spark, Delta Lake, MLflow)
• Industry Knowledge: Experience with Commercial Trucking Fleets and Logistics

Benefits

• Competitive total compensation package
• Employee-led remote and flexible working
• Health benefits
• Samsara for Good charity fund