Specialist Seller - Tracking Label - Select Enterprise at Samsara

Remote - USFull-timeRemoteProduct SpecialistsPosted 11 days ago

About the Role

<div class="content-intro">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.</div>About the Role Samsara is seeking a high-impact, strategic seller to lead go-to-market execution for the Samsara Tracking Label — our newest supply chain visibility product — across the largest and most strategic accounts in our US Enterprise Private business. As a Specialist Seller, Enterprise Select+, you will partner with our highest-tier Enterprise Select+ Account Executives to bring near-real-time shipment visibility and cargo security to the world's largest shippers, 3PL providers, and logistics operators. You aren't selling a label. You're selling the elimination of a supply chain blind spot that costs U.S. businesses an estimated $35B a year in cargo theft and loss, at the scale of the most complex shipment networks in the world. This role sits at the top of Samsara's Enterprise motion: you will own product strategy and deal execution for Tracking Label within our highest-ACV, most strategic named accounts — architecting rollouts that start with a single pilot lane and scale to a customer's entire shipment network. About the Team This specialist team reports into a Sales Director and consists of specialist sellers aligned by segment and product. Enterprise Select+ AEs are charged with accelerating the growth of new products and are incentivized on quarterly product sales targets mapped to their regional directors. Product Specialist sellers drive growth through strategic, high-value deal execution — architecting and closing the flagship deals that prove out a new product in market, then equipping the broader Enterprise Select+ team to replicate that success at scale. This is a remote position open to candidates residing in the United States, supporting Samsara's US Enterprise Private business. You should apply if: <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"> You want to solve a real, expensive problem: Cargo theft and shipment blind spots cost U.S. businesses an estimated $35B a year. You want your pipeline to translate directly into safer, more visible supply chains for the world's largest shippers. </li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"> You've sold at the top of Enterprise before: You're comfortable being the specialist in the room with a VP of Supply Chain, a Chief Supply Chain Officer, or a Head of Loss Prevention at a Fortune 500 / Global 2000 account, and you know how to build a business case that survives Procurement, Legal, and InfoSec. </li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"> You're energized by “Version 1.0”: The Tracking Label is a newly launched product category for Samsara. You want to be the person who writes the enterprise playbook, not just run one that already exists. </li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"> You think in systems, not SKUs: You can connect a single tracking label to a customer's entire shipment network, TMS/ERP stack, and loss-prevention strategy — and you know how to sequence a pilot into a global rollout. </li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"> You build genuine, high-stakes relationships: Our customers run the physical economy — logistics, manufacturing, retail distribution. They've earned trust the hard way, and they expect partners who understand their operational reality, not just their tech stack. </li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"> You want to be with the best: Samsara's high-performance culture means you'll be surrounded by top performers and pushed to go further than you have before. </li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"> You are a team player: In an overlay role, your success is tied to the success of the broader Enterprise Select+ account team. You lead through influence, not just authority. </li> </ul> In this role, you will: <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"> Architect and close enterprise-scale Tracking Label deployments — from single-lane pilots to global, multi-site shipment network rollouts — across Samsara's largest US Enterprise Private accounts </li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"> Partner with Enterprise Select+ Account Executives and Account Development Representatives to identify, prioritize, and penetrate whale accounts with high-value or high-theft-risk cargo </li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"> Build and defend the business case — ROI, loss-prevention impact, supply chain visibility gains — that puts Tracking Label and the Agentic Shipment Center in front of CSCO, COO, Security/Loss Prevention, and other C-suite stakeholders </li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"> Navigate complex, multi-stakeholder enterprise procurement (Legal, Security/InfoSec, Procurement) to close 6- and 7-figure, multi-year contracts </li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"> Drive high-touch pilot strategy and success metrics that convert early adoption into a company-wide standard </li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"> Partner with Product and GTM leadership to feed field insight back into the roadmap — shaping how Tracking Label evolves, not just selling what already exists </li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"> Build the frameworks, playbooks, and enablement assets that let the broader Enterprise Select+ specialist team replicate your wins at scale </li> </ul> Minimum requirements for the role: <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"> 7+ years of complex, full-cycle Enterprise sales experience, the majority spent selling into large, strategic (Enterprise Select+ / Fortune 500-caliber) accounts </li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"> Proven track record of consistent quota over-achievement, including multiple $750K+ ARR transactions </li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"> Demonstrated success navigating 6- and 7-figure, multi-year deals involving multiple stakeholders (Legal, Procurement, InfoSec, and C-Suite) </li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"> Experience selling a newly launched product or category into an existing enterprise motion, where the playbook is still being written </li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"> Excellent executive presence and communication skills, with a proven ability to influence VP- and C-suite-level stakeholders </li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"> Ability to travel to customer sites and executive briefings as needed </li> </ul> An ideal candidate also has: <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"> Direct experience selling supply chain visibility, asset/freight tracking, IoT, telematics, or cargo security solutions </li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"> Experience operating in a specialist/overlay model, co-selling with senior Enterprise AEs on named, whale-sized accounts </li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"> Domain knowledge of logistics, 3PL, freight, manufacturing, or retail distribution operations </li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"> Familiarity with MEDDPICC and/or Command of the Message sales frameworks </li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"> A track record of helping shape product roadmap and go-to-market motion for a nascent product line </li> </ul><div class="content-pay-transparency"><div class="pay-input"><div class="description">Annual on-target earnings (OTE) for full-time employees for this position is below. Learn more about our total rewards and benefits below.</div><div class="title">Annual OTE Salary</div><div class="pay-range">$350,000—$350,000 USD</div></div></div><div class="content-conclusion">Total Rewards At Samsara, we build for the people who keep the global economy moving. We want owners, not passengers, which is why <a href="https://www.samsara.com/company/careers/benefits">our rewards</a> 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 <a href="mailto:[email protected]">[email protected]</a> or <a href="https://forms.gle/DrM6DFQUiSgfPtCVA">click here</a> if you require any reasonable accommodations throughout the recruiting process. Our Commitment to Authenticity We use <a href="https://hiretofu.com/privacyPolicy">Tofu</a>, 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 <a href="https://www.samsara.com/legal/candidate-privacy-notice">Candidate Privacy Notice</a> 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 <a href="https://samsara.com/blog/avoiding-fake-job-offers">blog post here</a>.</div>

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