AI Enterprise Specialist (Overlay) – Remote

Samsara; San Jose (CA); Remote; USD 180,000 - 320,000; Full time

Job summary

Samsara is seeking a high-impact Enterprise Specialist (Overlay) to lead GTM execution for AI Products with top-tier accounts. You will partner with Account Executives to build deep, strategic relationships and drive value from AI-driven automation across complex, multi-stakeholder opportunities.

You will operate in a remote, US-wide role, collaborating with a specialist team and reporting into a Sales Director.

Qualifications

• 5+ years in complex, full-cycle Enterprise sales.
• 2+ years of direct experience selling in AI-based commercial models (e.g., Snowflake, AWS, Twilio, or AI-native platforms).
• Proven Track Record: Consistent quota over-achievement in complex accounts with $500k+ ARR transactions.
• Deal Complexity: Demonstrated success navigating 6- and 7-figure deals with multiple stakeholders (Legal, Procurement, InfoSec, and C‑Suite).
• Entrepreneurial Agility: Experience selling OE Version 1.0 products where the playbook is still being written.

Responsibilities

• Architect deals that align Samsara’s AI Products value with customer use cases to provide maximum value and return on investment.
• Co-develop new product pipeline with ADRs/AEs across high potential “AI-ready” accounts.
• Drive high-touch pilot strategy and success metrics for early adoption.
• Partner with GTM and Product to feed back insights and help shape roadmap.
• Build frameworks, assets and insights that scale across the sales org.

Skills

Enterprise sales

Quota attainment

AI product sales

Deal negotiation

Strategic selling

Job description

Samsara is seeking a high-impact Enterprise Specialist (Overlay) to lead GTM execution for AI Products with top-tier accounts. You will partner with Account Executives to build deep, strategic relationships and drive value from AI-driven automation across complex, multi-stakeholder opportunities.

You will operate in a remote, US-wide role, collaborating with a specialist team and reporting into a Sales Director.