Specialist Seller, Enterprise Core (Tracking Label)
Samsara · Remote · San Francisco, United States · 3d 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 is seeking a high-impact seller to lead go-to-market execution for the Samsara Tracking Label — our newest supply chain visibility product — across our US Enterprise Private Core accounts. As a Specialist Seller, Enterprise Core, you will partner with Enterprise Core Account Executives to bring near-real-time shipment visibility and cargo security to a broad, fast-growing book of 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. This role is central to Samsara's Enterprise motion: you will drive product adoption and pipeline velocity for Tracking Label across a wide set of named accounts — repeating a proven pilot-to-rollout motion again and again, and sharpening it with every cycle.
About the Team
This Specialist team reports into a Sales Director and consists of Specialist sellers aligned by segment and product. Specialist AEs are charged with accelerating the growth of new products and are incentivized on quarterly product sales targets mapped to the segment and geography they support.
This is a remote position open to candidates residing in the United States.
You should apply if:
- 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 customers you work with.
- You've sold in complex Enterprise environments before: You're comfortable running a full-cycle sales motion with a VP of Supply Chain, Operations, or Loss Prevention, and you know how to build a business case that holds up through Procurement, Legal, and InfoSec review.
- You're energized by “Version 1.0”: The Tracking Label is a newly launched product category for Samsara. You want to be someone who helps write the enterprise playbook, not just run one that already exists.
- You think in systems, not SKUs: You can connect a single tracking label to a customer's shipment network and loss-prevention strategy — and you know how to turn a single pilot into a repeatable, expanding deployment.
- 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.
- 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.
- You are a team player: In an overlay role, your success is tied to the success of the broader Enterprise Core account team. You lead through influence, not just authority.
In this role, you will:
- Run full-cycle Tracking Label sales motions — from single-lane pilot to multi-site rollout — across a broad portfolio of Samsara's US Enterprise Private accounts
- Partner with Enterprise Core Account Executives and Account Development Representatives to identify and prioritize accounts with high-value or high-theft-risk cargo
- Build the business case — ROI, loss-prevention impact, supply chain visibility gains — that earns buy-in from Supply Chain, Operations, Security, and other key stakeholders
- Navigate multi-stakeholder procurement processes (Legal, Security/InfoSec, Procurement) to close deals across a high volume of accounts
- Drive pilot strategy and success metrics that convert early adoption into repeatable, expanding deployments
- Partner with Product and GTM leadership to feed field insight back into the roadmap
- Build and refine the frameworks, playbooks, and enablement assets that scale Tracking Label success across the Enterprise Core specialist team
Minimum requirements for the role:
- 3+ years of complex, full-cycle Enterprise or SaaS sales experience
- Proven track record of consistent quota over-achievement, including $250K+ ARR transactions
- Demonstrated ability to navigate multi-stakeholder deals involving Legal, Procurement, and InfoSec
- Comfort selling a newly launched product or category where the playbook is still being written
- Strong executive presence and communication skills, with the ability to influence director- and VP-level stakeholders
- Ability to travel to customer sites as needed
An ideal candidate also has:
- Experience selling supply chain visibility, asset/freight tracking, IoT, telematics, or cargo security solutions
- Experience operating in a specialist/overlay model, co-selling alongside Enterprise AEs
- Domain knowledge of logistics, 3PL, freight, manufacturing, or retail distribution operations
- Familiarity with MEDDPICC and/or Command of the Message sales frameworks
- A track record of ramping quickly on new products and turning early wins into a repeatable motion
Annual on-target earnings (OTE) range for full-time employees for this position is below and depends on your city of residence. 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.
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