Mid Market Account Executive - DACH

Samsara; Berlin; Hybrid; GBP 80,000 - 140,000; Full time

Job summary

Samsara is seeking a Territory Owner for the DACH Mid-Market, with 18+ months closing experience in outbound SaaS. You will manage deals from €10k to €300k, selling a multi-product suite to eight personas, including MDs and Finance Directors.

The role can be remote in Germany or London, UK, with occasional client visits as required and a focus on building a high-performance sales pipeline and ADSMA-awarded enablement frameworks.

Qualifications

• 18 months+ closing experience in outbound-heavy SaaS environment.
• Proven history of hitting/exceeding quota in a competitive, complex environment.
• Experience managing multi-stakeholder deal cycles and technical POCs.

Responsibilities

• Own revenue leadership for 80-90% net-new logo acquisition via self-sourced pipeline.
• Sell a complex suite of products to multiple personas across the DACH region.
• Collaborate with cross-functional teams to advance opportunities and close deals.

Skills

Closing experience

Quota attainment

Multi-stakeholder sales

German language

Tools

MEDDPICC

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 is a fortress in a volatile market. We are a $2.1B ARR, NYSE-listed powerhouse that sells essential technology to the physical operations powering the global economy. This is a seat built for high performers and incredibly driven individuals who want to accelerate their careers. While many in the tech scene are scaling back, our DACH team continued to perform above 100% last year. We are looking for territory owners who want to manage deal cycles from € 10k to € 300k , selling a complex suite of 15+ products to 8 different personas, including MDs and Finance Directors. If you want to be pushed to your limit and rewarded, this is the place.

Whilst the role can be worked remotely anywhere in Germany or London, UK, there is a need to visit clients in the region as required (typically fortnightly basis).

• 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.
• Your mantra is #alwaysbeprospecting : The world of operations is vast. Your customers are often out in the field and the best way to catch them is live on the phone. Samsara's top reps do constant research to find companies and contacts to expand their pipeline.
• You have innate curiosity in 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 a businesses they support in order to make a larger impact.
• You are a life-long learner : Samsara sales are complex. You will need to learn about businesses where you previously had little knowledge. The payoff is big but you have to be willing to put in the work.
• 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 customers value earned trust and human relationships built over time.
• You want to be with the best : Samsara's high-performance Sales culture means you'll be surrounded by the best and challenged to go farther than you have before.

In this role you will:

• Own your destiny: Operate as a pure revenue leader, responsible for 80-90% net-new logo acquisition through self-sourced pipeline.
• Get In Early: The DACH Mid-Market is a high-achieving segment in the company. The window to build something significant is open right now.
• Sharpen Your Edge: Access elite enablement - Command the Message and MEDDPICC coaching - built to make you a more effective closer.

Minimum Requirements for the role:

• Winning DNA: Minimum 18 months+ closing experience in an outbound-heavy SaaS environment. You must have a proven history of building your own pipe from scratch.
• Over-achievement: A track record of hitting and exceeding quota in a competitive, complex environment
• Strategic Grit: Experience managing multi-stakeholder deal cycles and technical POCs. We value your ability to hunt
• Native German language speakers

Advantageous:

• Intellectual Curiosity: You are eager to learn the inner workings of diverse industries, from waste management to food distribution, to better align our technology with their operational pain.
• A Repeatable Sales Framework: You don't rely on luck or intuition. You have a structured methodology that delivers success and you understand that consistent, high-quality inputs lead to predictable results.
• A Data-Minded Approach: You are a student of your own funnel. You understand how to structure your activity-prospecting volume, discovery depth, and multi-threading-to ensure a consistent output and forecast accuracy.
• Continuous Process Iteration: You possess a relentless drive f