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The Account Executive role involves selling IoT solutions to mid-sized customers, managing trials, negotiations, and building client relationships while traveling 25% of the time.

Own the full enterprise sales cycle for Samsara’s Connected Operations Cloud, from prospecting and qualification through closing. Build executive relationships, manage complex sales campaigns involving POCs, trials, multiple stakeholders, and pricing negotiations, and sell $100,000–$500,000 solutions to strategic accounts. The role requires consistent quota achievement, C-level engagement, strategic outbound prospecting, and monthly customer travel. This is a remote U.S. position requiring EST or CST availability.

Own product outcomes from customer problem discovery through launch, working across hardware, software, and AI teams. Build and test AI-powered products, spend time with customers, define product direction, and drive measurable customer impact and revenue. The role requires commercial judgment, strong ownership, rapid execution, comfort with ambiguity, and the ability to use AI tools daily while adapting to evolving models and opportunities.

Own technical relationships with assigned enterprise customers, troubleshoot Samsara hardware, software, APIs, and AI technologies, and serve as the primary technical interface. The role involves optimizing customer implementations, managing significant incidents, maintaining account records, identifying value and growth opportunities, and partnering with internal teams. Candidates need 7+ years of technical account management, customer success, or similar experience, strong technical literacy and communication skills, and customer relationship expertise. The position is remote within most U.S. locations, with occasional customer travel and possible after-hours coverage.

Lead product development for Samsara’s AI-powered physical operations platform. Identify customer problems, prototype and ship AI-enabled products, collaborate across hardware, software, and AI teams, and own outcomes measured by customer impact and revenue. The role is remote within the United States and emphasizes customer discovery, commercial instincts, product ownership, and rapid experimentation with emerging AI models.

Own complex billing and contract cases for mid-market and commercial customers from initial investigation through resolution. Reconstruct billing histories across contracts, orders, systems, and teams; evaluate credits, concessions, cancellations, returns, and amendments; coordinate cross-functional approvals; communicate clearly with customers; and identify recurring root causes to improve billing processes.

As an Account Executive at Samsara, you will engage mid-market customers in the IoT sector, focusing on building business relationships, managing sales trials, and closing deals ranging from $20K to $100K.

The Account Executive will drive sales in the mid-market segment, managing customer relations, closing deals, and learning various industries to enhance operations using IoT data.

Manage enterprise technology trials from planning through completion, partnering with Sales, Sales Engineering, and cross-functional teams. Develop customized trial plans, define success criteria, coordinate stakeholders, mitigate risks, communicate milestones, and drive trial conversion and customer adoption. Create standardized collateral and lead strategy sessions to remove deal obstacles. The role requires strong project management, change management, communication, presentation, organizational, and problem-solving skills, with travel up to 25% in the US and Canada.

Serve as a strategic People Partner to GTM and Sales leaders, aligning talent priorities with business outcomes. Diagnose organizational and team needs, deliver talent management, compensation, retention, and people programs, and collaborate with People teams and centers of excellence. Use data and AI to improve decision-making and automate routine work, coach leaders, support culture, and travel approximately quarterly for leadership and team meetings.