Sales Engineer - EMEA Specialists

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 seeking a high-impact Sales Engineer - Specialists, Emerging Products to bring our newest product lines to market at scale. This is a strategic overlay role working in partnership with our most senior Account Executives (AEs) across our Enterprise accounts. You will lead the charge in scaling early-stage products, influencing GTM, owning the proof of value, and ultimately the technical close.

This is a remote role, requiring travel up to 50%.

You should apply if:

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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.

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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.

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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 customer's value earned trust and human relationships built over time.

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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.

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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.

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You have experience introducing and scaling new emerging products in key markets.

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Has experience working across commercial, mid-market, enterprise and strategic customer accounts.

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You are comfortable acting as a peer-level strategist to tenured AEs and SEs

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You thrive in ambiguous, fast-moving environments and love building where playbooks don’t yet exist

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You have experience working with Product, and Product Marketing to provide field feedback and continually improve a value proposition and product direction

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You have experience working in regulated environments, and appreciate the nuance in launching products across different regions.

In this role, you will:

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Technically champion deal qualification to ensure alignment with product capabilities.

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Drive and own trials / POVs that are yet to be run!

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Work with sales to drive pilot strategy and success metrics for early adoption

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Own technical discovery and and positioning for emerging products

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Partner with GTM and Product to feed back insights and shape roadmap

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Build frameworks, assets, and insights that scale across the sales org

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Represent emerging products as the technical evangelist for the region.

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Demonstrate the value proposition of Samsara’s emerging products and services along with the platform's core capabilities on-site, remotely via webinar sessions, or at field events such as conferences and trade shows.

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Facilitate live proof-of-concept trials for prospective customers including hardware installation in and around vehicles and/or equipment ensuring prospects understand - and are fully utilizing - the Samsara platform.

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Work closely with Product Management, and other relevant teams, to help develop the Samsara platform.

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Working knowledge of Big Data to identify trends. E.G. Databricks, Spark, etc

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Respond to functional and technical elements of RFIs/RFPs.

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Be organized and analytical, and eliminate sales obstacles using creative and adaptive approaches.

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Demonstrate comfort working for a dynamic technical organization with a fast-growing partner and customer base.

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Remain highly available to Sales and cross-functional teams, making a measurable impact on Sales and product development in your region, and contributing to SE Team enablement.

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Be a dynamic contributor on both Sales and SE Team internal communications channels.

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Partner with account executives to plan, prepare, and execute strategic deals in complex sales cycles.

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Discover customer processes, needs and pain, translate that understanding to become a welcomed trusted advisor.

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Successfully match customer pain points and requirements to proposed solutions.

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Contribute to the team via technical and industry knowledge, training, etc.

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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:

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5+ years of experience in customer-facing roles and 3+ years of pre-sales experience

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Experience with Enterprise sales cycles or equivalent

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Consistent track record selling complex solutions

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Clinical execution of discovery, through to POV, and technical win.

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Understand and appreciate value selling, and MEDDICC.

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Overlay or new product launch experience

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Experience working with Product and Marketing to influence GTM strategy

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Ability to operate in strategic partnership with senior AEs and account teams

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Comfort in presenting to and influencing C-suite executives

An ideal candidate also has:

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Previous hands-on experience with customer evaluations and deployments

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Well-versed in one of the following: cloud software, IOT, networking, automation, and control systems

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Experience with integration projects. At minimum comprehend RESTFul APIs. A plus for scripting (Python, javascript, etc.) experience

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IoT, hardware gadgets, vehicles, or general tinkering experience (work or hobby) a plus

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Experience working with Fleet, Logistics, Supply Chain, Telematics, Manufacturing, or general operations background a plus

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.

Benefits

Full time employees receive a competitive total compensation package along with employee-led remote and flexible working, health benefits, and much, much more. Take a look at our Benefits site to learn more.

Accommodations

Samsara is an inclusive work environment, and we are committed to ensuring equal opportunity in employment for qualified persons with disabilities. Please email [email protected] or click here if you require any reasonable accommodations throughout the recruiting process.

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.

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.