Customer Success Account Manager, Mid-Market

Samsara; United States; Remote; USD 110,000 - 170,000; Full time

Benefits offered by this job

Remote-friendly work model

Professional development stipend

Health and parental leave

Job summary

the company is seeking an experienced customer-facing professional to manage 100+ named accounts, driving renewals, value realization, and expansion for a Connected Operations platform. You will align with Sales, Support, and Product while negotiating favorable terms and minimizing attrition.

You will rely on AI tools to prioritize engagements, demonstrate ROI, and build long-term relationships with executives across various industries.

Qualifications

• 2+ years in a customer-facing, quota-carrying role (renewals, customer success, account management or sales).
• Record of consistent quota over-achievement.
• Strong problem-solving, communication and presentation skills with executives, users and internal teams.
• Familiarity with Salesforce, Gainsight, Gong or similar GTM tools.
• Comfort in a fast-changing, high-growth environment.
• Bachelor's degree from a 4-year institution, or equivalent practical experience.

Responsibilities

• Understand and explain the platform capabilities to diverse businesses (field services, utilities, transportation, school buses).
• Manage 100+ named accounts using AI tools to accelerate engagement and drive outcomes.
• Lead ROI/value conversations into renewals and negotiate favorable terms.
• Explain technical issues to non-technical audiences and coordinate with cross-functional partners.
• Conduct workshops with customers to understand operations and recommend workflow changes.
• Collaborate with Sales, Support, Deal Desk, Operations and Product to improve customer experience.
• Champion company culture and growth mindset as the team scales.

Skills

Quota carrying

Customer facing

Problem solving

Communication

Presentation skills

Executive relationship building

Education

Bachelor's degree

Tools

Salesforce

Gainsight

Gong

Job description

Who we are

the company (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 the company, 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 the company 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:

You help customers adopt the platform, realise measurable value, and renew and expand with confidence. You pick up where Implementation leaves off, learn each customer's fleet and challenges, and advise on tailoring the company to them. You manage 100+ named accounts, using AI tooling to extend your reach and focus your time where it counts. Your understanding of the value customers get earns you the right to lead the ROI conversation, negotiate terms and close renewals that work for both sides, minimising financial attrition. You work with Sales, Support, Deal Desk, Operations and Product.**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 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 team members seek to learn the ins and outs of the businesses they support in order to make a larger impact.
• You thrive the most when solving problems: Our constantly expanding technology and the complexities faced by our customers provide an exciting range of challenges. With a growth mindset and a desire to learn, you will strategically partner with our customers to find unique solutions to help keep their operations safe, efficient, and sustainable.
• You are a natural relationship builder: Whether the relationship is with our customers or with cross-functional teams in the company, you are in constant communication and collaboration with key stakeholders to win as a team.
• You are the architect of your own career: If you put in the work, this role won't be your last at the company. This team is still shaping its future and you will have plenty of autonomy and opportunities to master your craft in a hyper-growth environment.
• You want to be with the best: At the company, we win together, celebrate together, and support each other. You will be surrounded by the best and brightest professionals out there.

In this role, you will:

• Deeply understand the the company platform's capabilities and explain them to businesses of all types, from field services and utilities to long-haul transportation and school buses.
• Manage a portfolio of 100+ named accounts, using AI tooling to accelerate your engagement, prioritize proactively, and drive efficiency and outcomes across your book of business.
• Lead the ROI and value conversation into the renewal, negotiate favorable terms, and close renewals that are a win for both the customer and the company while minimizing financial attrition.
• Demonstrate a willingness to understand and explain technical issues to a non-technical audience and to engage the right cross-functional partners to drive resolution.
• Conduct workshops with customers to understand their current operations and recommend workflow changes to maximize the value of their the company products.
• Work cross-functionally with Sales, Support, Deal Desk, Operations and Product to strategically solve problems and optimize customer experience and business outcomes.
• Champion, role model, and embed the company'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:

• 2+ years in a customer-facing, quota-carrying role (renewals, customer success, account management or sales), ideally in SaaS, technology or logistics.
• A record of consistent quota over-achievement.
• Strong problem-solving, communication and presentation skills, and the ability to build trust with executives, users and internal teams.
• Familiarity with Salesforce, Gainsight, Gong or similar GTM tools.
• Comfort in a fast-changing, high-growth environment.
• A bachelor's degree from a 4-year institution, or equivalent practical experience.

An ideal candidate also has:

• A strong bias towards action, big-picture thinking and high standards.
• An AI-first approach: you use AI tooling to drive efficiency and outcomes.
• Technical depth across a suite of products, with a bonus for hardware-software integration.
• Industry Knowledge: Experience with routing, navigation, commercial trucking fleets, and logistics.

Total Rewards

At the company, 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 the company, 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 emp