Specialist Sales Engineer

Job description

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 inc