Specialist Sales Engineer
Samsara · Remote · San Francisco, United States · 1mo ago
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 operates at the intersection of cloud software, connected hardware, sensor systems, and wireless networks. As a Specialist Sales Engineer, you will help our largest and most strategic customers understand how connected technology can address operational challenges, improve measurable business outcomes, and support long-term transformation. You will work in-region alongside Specialist Account Executives, owning technical pre-sales from discovery through evaluation and proof of value. Samsara’s platform includes connected hardware, wireless sensors, IoT gateways, dash cameras, SAAS applications, and APIs that enable customers to access and act on operational data.
This is a remote position open to candidates residing in the United States. This position requires travel up to 30% of the time. Relocation assistance is not provided for this role.
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 customer's 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:
- Partner with sales executives and customer stakeholders to uncover operational challenges, define desired business outcomes, and shape technical strategy for strategic opportunities involving emerging Samsara solutions.
- Lead technical discovery and solution architecture by translating customer needs into required capabilities, measurable success criteria, and compelling Samsara solutions.
- Lead technical evaluations and proofs of concept by defining required capabilities, measurable success criteria, and data-driven proof of value tied to the customer’s desired business outcomes..
- Build trusted-advisor relationships with technical and business stakeholders, clearly communicating how Samsara can improve safety, efficiency, sustainability, and operational performance.
- Mentor and coach SEs while sharing technical expertise, customer insights, reusable solution patterns, and enablement resources across the broader team.
- Champion, and role model of the Samsara’s cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team).
Minimum requirements for the role:
- 5+ years of experience in Sales Engineering, Solutions Consulting, Technical Sales, or a related customer-facing technical role supporting enterprise customers through complex evaluations.
- Experience leading technical discovery and translating customer challenges and desired business outcomes into solution requirements, success criteria, and recommendations.
- Experience designing and presenting complex solutions involving cloud software, connected hardware, APIs, integrations, data, and AI-enabled capabilities.
- Ability to configure, deploy, and troubleshoot technology across hardware, networking, cloud applications, and API or data-integration layers.
- Demonstrated ability to build trust with technical and executive stakeholders and communicate complex technical concepts clearly.
- Experience leading cross-functional projects through evaluation, proof of concept, deployment, and adoption.
- Ability to articulate business value and develop clear business cases or ROI analyses to support customer recommendations.
An ideal candidate also has:
- Comfort using AI tools beyond personal productivity to analyze data, build business cases, quantify customer impact, and develop data-driven proof of value.
- Experience using AI, APIs, and webhooks to develop customer solutions, integrations, or reporting.
- Experience coaching peers and sharing technical knowledge across teams through enablement, documentation, or mentorship.
- Industry experience in operational environments such as transportation, construction, logistics, video-based safety, fleet maintenance, or related physical-operations industries.
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.
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.