Enterprise Sales Engineer

Who We Are

Samsara (NYSE: IOT) is the pioneer of the Connected Operations™ Cloud, a platform enabling organizations dependent on physical operations to harness Internet of Things (IoT) data for actionable insights and improved operations. At Samsara, we are dedicated to enhancing the safety, efficiency, and sustainability of physical operations that power our global economy. These industries, representing over 40% of global GDP, form the infrastructure of our planet, including agriculture, construction, field services, transportation, and manufacturing – and we are committed to digitally transforming their operations at scale.

Working at Samsara means you'll help define the future of physical operations and be part of a team 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: Enterprise Sales Engineer

As an Enterprise Sales Engineer at Samsara, you'll divide your time between two primary focus areas: (1) supporting senior-level sellers to grow existing customers or acquire new ones, and (2) contributing to the Sales Engineering (SE) Team as a senior resource. This role demands high accountability for each technical sale, requiring strong storytelling, objection handling, custom workarounds, advanced integrations, and extensive hands-on experience to secure most deals. Learnings from these activities should be disseminated across the SE Team via meetings and messaging tools.

Additionally, an Enterprise Sales Engineer is responsible for dedicating time to source and deliver product information, conduct testing of alpha products/features, manage projects, and build process improvements and automation to scale the broader SE Team. This role carries a quota, so a successful Enterprise Sales Engineer will demonstrate excellent time management skills and maintain a clear focus on achieving quota alongside these senior responsibilities.

This is a remote position open to candidates residing in the United States, excluding San Francisco Bay Metros, New York City Metro, and Washington DC Metro. Travel up to 50% of the time is required, with proximity to an international airport preferred.

You should apply if:

• You want to impact the industries that run our world: Your efforts will yield real-world impact, helping ensure essential services like electricity and food supply, and most importantly, worker safety.
• You have innate curiosity in how businesses work: You'll engage with diverse industries, from waste management to food distribution, seeking to understand their operations to maximize impact.
• You build genuine relationships with your customers: Our customers, long accustomed to traditional methods, value earned trust and human relationships built over time with the new technology we offer.
• You want to be with the best: Samsara’s high-performance culture offers an environment where you are challenged and surrounded by top talent.
• You are a team player: Sales at Samsara is a collaborative effort, emphasizing shared best practices and collective success.

In this Enterprise Sales Engineer role, you will:

• Conduct product demonstrations and facilitate live proof-of-concept trials for prospective customers, ensuring they understand and fully utilize the Samsara platform.
• Collaborate closely with Product Management and other relevant teams to aid in the development of the Samsara platform.
• Demonstrate the value proposition of Samsara’s products and services, along with the platform's core capabilities, on-site, remotely via webinar sessions, or at field events.
• Respond to functional and technical elements of RFIs/RFPs.
• Be organized and analytical, using creative and adaptive approaches to overcome sales obstacles.
• Demonstrate comfort working for a dynamic technical organization with a fast-growing partner and customer base.
• 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.
• Be a dynamic contributor on both Sales and SE Team internal communications channels.
• 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 Enterprise Sales Engineer role:

• Bachelor’s of Science degree from a 4-year accredited university.
• 5+ years of experience working with customers in a pre-sales technical role, customer success, or customer/product support capacity (Sales Engineer, Systems Engineer, Solutions Engineer, etc.).
• Ability to influence stakeholders based on technical sales acumen and a solid understanding of business processes and change management.
• Ability to explain complex technical concepts to non-technical audiences.
• Previous experience managing hardware and/or software product evaluations.
• Basic understanding of electronics and electrical systems.
• Experience with the following concepts: technical consulting, cloud software, cloud-connected hardware, computer networking, business systems integration, automation and control systems.
• Working knowledge of various integration standards and transports (XML, REST, SOAP, EDI, etc.).
• Experience integrating with RESTful APIs between SaaS applications.
• Exposure to various SaaS-based integrations.
• Must be located within and authorized to work in the United States.

An ideal candidate also has:

• Bachelor’s of Science degree or advanced education in Electrical Engineering, Computer Science, Mechanical Engineering, Industrial Engineering, or related discipline.
• Work experience in task automation scripting and transferring data between systems using Bash, Python, JavaScript, or equivalent language.
• Work experience building solutions leveraging open API’s.
• Understanding of vehicle diagnostic systems, including Controller Area Networks (CAN bus) and Power Take Off (PTO) applications.
• Hobbyist interest in working with things driven by electronic systems (car audio installation/classic car restoration, home automation, building things with raspberry pi, arduino, etc.).
• Consistent track record of success selling complex technical solutions through strategic sales cycles.

Key skills/competency

• Pre-sales Engineering
• Technical Sales
• Product Demonstrations
• IoT Data & Cloud
• API Integrations
• RFI/RFP Response
• Customer Relationship Management
• Business Process Understanding
• Automation & Scripting
• Time Management