Trial Success Manager

Who We Are

Samsara (NYSE: IOT) is the pioneer of the Connected Operations™ Cloud, a platform that enables organizations dependent on physical operations to harness Internet of Things (IoT) data for actionable insights and improved operations. At Samsara, we are helping improve the safety, efficiency, and sustainability of the physical operations that power our global economy, including agriculture, construction, field services, transportation, and manufacturing. Working at Samsara means you’ll help define the future of physical operations and be on a team shaping product solutions like 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 Trial Success Manager Role

Samsara’s Trial Success team ensures enterprise trials are executed with excellence. By enabling seamless trial execution, we help prospects realize the full value of our solution and prepare them for successful implementation.

As the Trial Success Manager, you will support trial execution, working alongside the Sales team to ensure prospective customers experience the full value of our solutions during the trial. You will partner closely with internal sales, customer success, and other cross-functional teams to create and drive progress on customized trial plans tailored to client needs. This is a high-profile role, critical to driving trial conversion, overall sales success, and long-term customer adoption, particularly in the Enterprise Sales segment.

This is a remote position open to candidates residing in Canada.

Travel Requirement

This role will require travel to Samsara and customer sites in the US and Canada up to 25% of the time. Expected travel includes 3-5 onsite trips per quarter of 1-2 nights each.

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, reduce emissions, and most importantly, ensure workers return home safely.
• You are the architect of your own career: If you put in the work, this role won’t be your last at Samsara. We set up our employees for success and have built a culture that encourages rapid career development, countless opportunities to experiment and master your craft in a hyper growth environment.
• You’re energized by our opportunity: The vision we have to digitize large sectors of the global economy requires your full focus and best efforts to bring forth creative, ambitious ideas for our customers.
• You want to be with the best: At Samsara, we win together, celebrate together and support each other. You will be surrounded by a high-caliber team that will encourage you to do your best.

In this role, you will:

• Manage the trial of Samsara technology for enterprise prospects, developing tailored trial plans customized to the prospect’s specific needs.
• Lead value-based conversations to establish success criteria, define project scope and manage internal and external teams accountable for the end-to-end delivery of the trial. Act as a subject matter expert on topics such as change management, communication strategy, risk mitigation, and coaching techniques.
• Build collateral to support trial process standardization including job aids, communication templates, mutual action plans in Accord, etc.
• Lead internal account team strategy sessions to unblock deals and drive alignment on next steps to progress the trial, coordinate leadership support asks, and more.
• Coordinate with key cross-functional teams to bring in the right resources at the right time based on strategic priorities of the trial.
• Communicate updates on major milestones, keeping internal and external stakeholders informed of progress and trial outcomes.
• Create tailored meeting content for key trial milestones and ad hoc engagements as needed.
• 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:

• 4+ years of experience in a client-facing role working with larger, Enterprise clients - strategic consulting, account management, project management, sales; SaaS or technology experience preferred.
• Bachelor’s degree required

Required Skills

• Strong project management experience (PMP certification is a plus).
• Expertise in change management, communication strategies, risk management, and coaching techniques.
• Strong organizational skills with the ability to multitask, prioritize effectively, and manage urgent requests.
• Experience managing stakeholders across cross-functional teams, building processes and driving impact/results.
• Exceptional verbal and written communication skills to convey complex ideas concisely.
• Technical aptitude and experience with CRM and project management tools.
• Adaptability and flexibility to navigate dynamic and fast-paced environments.
• Problem-solving mindset with a focus on delivering results.
• Strong quantitative, communication, and presentation skills.
• Self-starter who enjoys owning projects and thrives in an unstructured, change-heavy environment.

An ideal candidate also has:

• Sales experience closing business with large Enterprise organizations
• Strong bias for action, the ability to think big, with insistence on high standards.
• Experience serving and supporting large-scale business solutions at Fortune 500 companies.
• Proven experience managing and leading proof-of-concept, proof-of-value, or trial processes in software or hardware.

Key skills/competency

• Trial Management
• Project Management
• Client Engagement
• Enterprise Sales
• SaaS Technology
• Change Management
• Communication Strategy
• Risk Mitigation
• Stakeholder Management
• CRM Tools