Select Major Account Executive, UK&I

Samsara Inc.; Greater London; Hybrid; GBP 110,000 - 150,000; Full time

Benefits offered by this job

Flexible working model

Remote-friendly

Professional development stipend

Health and parental leave plans

Job summary

Samsara is seeking an elite Enterprise Account Executive to lead multi-million-dollar UK & Ireland deals, from prospecting to close, with a focus on $1M+ ARR wins. You will build executive relationships, navigate IT and business stakeholders, and deliver a disciplined, playbook-led sales process in complex environments.

Travel to customer sites is required; we offer a flexible remote model and a growth-oriented team culture.

Qualifications

• 7+ years of full-cycle enterprise-level account executive experience.
• Proven track record of quota attainment and closing $1M+ ARR deals.
• Ability to build and win deals through repeatable outbound prospecting.
• Mastery of MEDDPICC or similar playbooks (e.g., Command of the Message, Force Management).
• Experience navigating executive buying centers and building trusted champions.
• Team player with a growth mindset and collaborative approach.

Responsibilities

• Develop executive-level relationships within strategic, named accounts.
• Own engagements end-to-end from prospecting and qualification to close.
• Demonstrate a disciplined, solution-based sales process in complex campaigns.
• Coordinate a matrix of stakeholders across Operations, Finance, IT, and engineering.
• Model Samsara’s cultural principles and help scale globally across offices.

Skills

C-suite engagement

New logo prospecting

End-to-end sales cycle

Strategic account management

MEDDPICC / playbook selling

Cross-functional collaboration

Job description

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:

The Select Major Accounts team is Samsara’s primary engine for enterprise growth, responsible for landing high-value, net-new logos across the UK & Ireland’s largest physical operations. In this role, you will lead multi-million-dollar, full-cycle sales processes from a cold start—executing a disciplined qualification playbook, building true C-suite champions, and closing strategic $1M+ ARR deals. This position is built for an elite, strategic Account Executive who thrives in complex, multi-stakeholder environments—equally comfortable navigating IT and lines of business to digitize industries traditionally reliant on legacy systems.

Why Now?

Samsara combines the agility of a high-growth startup, the market authority of a public company, and the momentum of a hyper-scale tech leader. Named a Best Place to Work for 3 consecutive years, we offer enterprise sellers a combination of unique differentiators:

Proven Leadership & Hyper-Growth:

Founded by serial entrepreneurs with a history of building multi-billion-dollar companies, Samsara has scaled past $2.1B+ ARR with 30%+ YoY global growth.

Market-Dominating Platform:

Backed by $2.8B+ in R&D investment, our Connected Operations Cloud makes us the Category Leader delivering class-leading AI, IoT, and telematics capabilities with a genuine AI moat.

Massive Untapped Market:

Physical operations represent a $160B+ Global TAM, with EMEA remaining 99% greenfield opportunity.

This brings strong upside earning potential on a winning trajectory, rapid professional growth alongside elite sales talent, and a massive, unpenetrated territory waiting to be captured.

Whilst we do support remote working, flexibility is required to travel to visit customers onsite across the region as required.

In this role, you will:

• Develop Executive-Level relationships within strategic, named accounts
• Own customer engagements end-to-end, from prospecting and qualification to close
• Demonstrate excellent solution-based sales process in complex sales campaigns
• Mobilize a large matrix virtual team of business stakeholders to include Operations, Finance, IT, dedicated Solution Engineer and Account Development Representative
• 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:

• Min. 7+ years full-cycle Enterprise-level Account Executive closing expertise, winning complex SAAS deals
• Proven track record of consistent quota over-achievement in complex accounts and $1M+ ARR deal execution
• New Logo & Self-generated pipeline: Demonstrated ability to build and win deals through a repeatable outbound prospecting motion
• Structured Qualification: Mastery of Playbook methodology-led selling (e.g. MEDDPICC / Command of the Message / Force Management) to quantify genuine business pain
• Champion & Economic Buyer navigation: Proven ability to test and build true champions, access executive buying centres, and engineer compelling events
• A Team player used to winning as a team, collaborative and within a coachable growth mindset

An ideal candidate also has:

• Awards for elite achievement (particularly President’s Club, Winner’s circle, Top 10%)
• Passionate about transformational technology in the world operations
• Excited about solving new problems in innovative ways

Total Rewards

At Samsara, we build for the people who keep the global economy moving. We want owners, not passengers, which is why our rewards are designed to fuel high-impact builders. Our compensation program delivers above-market total compensation through a combination of base salary, performance-based bonus/variable pay, and equity (for eligible roles) in a high-growth public company. We meaningfully differentiate pay for our top performers, who have the opportunity to earn above-market compensation that can outpace the broader market over time.

Beyond compensation, we provide the foundations that enable long-term success: a flexible, employee-led remote model, a professional development stipend, comprehensive health and parental leave plans, and more. If you’re ready to build for the long term and own the outcome, your journey starts here.

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.

Belonging at Samsara

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 and want to ensure that Samsara is a place where people from all backgrounds can make an impact.

Accommodations

Samsara is an inclusive work environment, and we are committed to ensuring equal opportunity in employment for qualified persons with disabilities. Please email [e-mail] or click here if you require any reasonable accommodations throughout the recruiting process.

Our Commitment to Authenticity

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Samsara's Mission

Improve the safety, efficiency, and sustainability of the operations that power the global economy.