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Director, Sales Engineering - SE Desk

Samsara

Samsara

Sales & Business Development
United States · Remote
Posted on Friday, June 28, 2024

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, Equipment Monitoring, and Site Visibility. 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:

As a Sales Engineering leader at Samsara, you’ll be building and looking after a diverse team of SE’s working together to bring our unique connected operations technology to our customers. As a Director for the “SE Desk” Team, your goal will be to provide a highly available, technically proficient, and scalable presale resource to assist Samsara’s Sales Team with prospect engagements. SE Managers reporting to you will be responsible for meeting aggressive hiring plans, maintaining a strong set of organizational KPI’s, and aligning closely with internal stakeholders to deliver on SLA’s. SE’s on your team will assist with general Q&A, product demonstrations, product and industry expertise, software and hardware integration activities, NPI activities, PoC installations, and more based on sales needs. Your team’s work will directly contribute to a cleaner, more efficient and productive supply chain by creating safer roadways, reducing fuel consumption and emissions, and providing a consolidated platform for connecting operations. Daily customer engagements include conversations around how IoT can positively impact logistics management, workplace safety programs, fleet maintenance strategies, global asset management, and regulatory compliance. SE’s in your organization will develop a thorough understanding of the application of IoT hardware and sensors, hands-on hardware installation strategies, managing data collection over carrier networks, presenting a robust cloud infrastructure, and building third-party system integrations (via our open API) to ensure the best technical solution is presented to Samsara customers.

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:

  • Build and lead Samsara’s “SE Desk” Sales Engineering organization covering North America, maintaining a multi-year forward-looking plan for scaling the program
  • Develop and lead an inclusive, engaged, and high-performing organization
  • Lead from the front in high-impact situations, serving as a thought leader and executive sponsor for the SE Desk service offering
  • Own your organization’s performance against all sales goals and ensure cross-functional partnerships are productive and efficient
  • Develop strategies and processes that enable our Sales Engineering organization to scale, engaging leadership and stakeholders to build consensus
  • Support any technical escalations that may arise from your organization’s presales activities (product issues, feature requests, etc.)
  • Champion, role model, and embed Samsara’s values and operating principles as we scale globally and across new offices
  • Hire, develop and lead an inclusive, engaged, and high performing team

Minimum requirements for the role:

  • 4-year degree from an accredited university
  • 5+ years of experience managing a technical team, ideally in a sales engineering capacity
  • Proven success in hiring, developing, and retaining diverse talent
  • Experience creating scalable and consistent feedback loops enabling your Management Team to participate in process improvements and scaling activities
  • Ability to construct and evaluate robust SE coverage ratios based on Sales needs across different segments globally
  • Experience building processes and integrating software tools to measure organizational performance
  • Experience prioritizing feedback from Sales Team members, prospects, and customers to drive product and process development
  • Experience collaborating with internal cross-functional teams (Product Management, Customer Success, Support, etc.) to deliver results as part of the sales cycle
  • Success in managing relationships with external technology partners through complex sales cycles
  • Experience building programs with well defined SLA’s, multiple cross-functional stakeholders, and international scope

An ideal candidate also has:

  • BS or MS in an Engineering discipline from an accredited university
  • 5+ years of experience managing a Sales Engineering Team selling cloud-managed hardware product lines
  • Direct experience leading large technical teams that service SMB and/or mid-market prospects and customers
  • Experience partnering with GTM teams in developing frontier markets to increase sales and drive product development
  • Experience leading through organizational change, adapting processes to integrate with new cross-functional teams, and bringing new products to market
  • Experience managing a budget across sizable projects and/or teams
  • 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.)

Samsara’s Compensation Philosophy: Samsara’s compensation program is designed to deliver Total Direct Compensation (based on role, level, and geography) that is at or above market. We do this through our base salary + bonus/variable + restricted stock unit awards (RSUs) for eligible roles. For eligible roles, a new hire RSU award may be awarded at the time of hire, and additional RSU refresh grants may be awarded annually.

We pay for performance, and top performers in eligible roles may receive above-market equity refresh awards which allow employees to achieve higher market positioning.

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.
$183,904$328,400 USD

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. We are committed to increasing diversity across our team and ensuring that Samsara is a place where people from all backgrounds can make an impact.

Benefits

Full time employees receive a competitive total compensation package along with employee-led remote and flexible working, health benefits, Samsara for Good charity fund, and much, much more. Take a look at our Benefits site to learn more.

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.

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.

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’ or ‘@us-greenhouse-mail.io’. For more information regarding fraudulent employment offers, please visit our blog post here.