Enterprise Sales Engineer - Public Sector - West

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:

Samsara is at the intersection of cloud software, sensor systems, and wireless networks, and seeks passionate Sales Engineers to bring our technology to market. Samsara builds an extensive set of hardware devices, including battery-powered, wireless environmental sensors, Linux-based IoT gateways, and internet-connected dash cameras as well as an intuitive Dashboard and set of APIs for consuming the sensor data. Your work would directly contribute to a cleaner, more efficient and productive supply chain by creating safer roadways, reducing fuel consumption and emissions, and providing a consolidated platform for connecting operations. Our daily customer engagements include conversations around how IoT can positively impact logistics management, workplace safety programs, fleet maintenance strategies, global asset management, and regulatory compliance. This means a successful SE at Samsara will develop a thorough understanding of the application of IoT hardware and sensors, hands-on hardware installation strategies, managing data collection over carrier networks, presenting a robust cloud infrastructure, and building third-party system integrations (via our open API) to ensure the best technical solution is presented to Samsara customers. Our Field Sales Engineers work in-region alongside our Enterprise Account Executives and Regional Sales Directors, owning the technical pre-sales cycle for our largest and most strategic prospective customers.This remote position is open to candidates based in the US. This position requires the ability to travel frequently (50%), so close proximity to a major airport is highly preferred.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’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 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 culture means you’ll be surrounded by the best and challenged to go farther than you have before.

• You are a team player: At Samsara, sales is a team sport. We help each other out by sharing best practices and focusing on winning as a team.

In this role, you will:

• 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.).

• 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:

• Education: Bachelor of Science degree from a 4-year accredited university.

• Technical Sales Professional: Minimum 8+ years of customer-facing pre-sales experience. At least 5+ years in enterprise sales.

• IT Expertise: Deep understanding of API’s, security, cloud software, cloud-connected hardware, 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.

• Project Catalyst: Experience leading complex projects and fostering a collaborative environment where stakeholders are empowered to achieve results.

• This position requires the ability to travel frequently (50%), so close proximity to a major airport is highly preferred.

An ideal candidate also has:

• Bachelor’s of Science degree or advanced education in Electrical Engineering, Computer Science, Mechanical Engineering, Industrial Engineering, or related discipline.

• Consistent track record selling complex solutions, selling on value and orienting trials to outcomes.

• Experience with integration projects. Understanding of scripting (Python, JavaScript, etc.) is highly preferred.

• Understanding of vehicle diagnostic systems, including Controller Area Networks (CAN bus) and Power Take Off (PTO) applications.

• Skilled in the art of identifying customer value - identifying on delivering what is most important to the customer and tuning out the noise.

• Hobbyist interest in working with things driven by electronic systems (car audio installation/classic car restoration, home automation, building things with raspberry pi, arduino, etc.).

• Experience working with Fleet, Logistics, Supply Chain, Telematics, Manufacturing, or general operations background is highly preferred.

• Public Sector Experience.

• Knowledge Sharer: Experience with technical enablement and knowledge sharing across teams.

• Adept in Big Data: Familiarity with Databricks (Spark, Delta Lake, MLflow).

• Familiarity with ESRI.

The range of annual on-target earnings (OTE) range for full-time employees for this position is below. Please note that OTE pay may vary depending on factors including your city of residence, job-related knowledge, skills, and experience. Learn more about our total rewards and benefits below.

Annual OTE Salary

$163,100—$233,000 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.