Public Sector Major Account Executive

Samsara; United States; Remote; USD 315,000 - 385,000; Full time

Job summary

Samsara is seeking a Senior Major Accounts Sales professional to drive revenue growth in large, strategic accounts across the Upper Midwest United States. This role can be office-based or fully remote, with a focus on outbound prospecting and executive engagement.

You will own the full sales cycle—from prospecting and qualification to close—demonstrating a robust, solution-based approach in complex campaigns while building lasting relationships and aligning with our growth mindset.

Qualifications

• 5+ years experience in a full-cycle, closing sales role.
• 5+ years of experience working with line of business stakeholders in SLED/Government entities.
• Proven track record of quota over-achievement in complex accounts and $200k+ ARR transactions.
• Experience owning enterprise deal sizes and executive city/county relationships.
• Willing and comfortable with strategic outbound prospecting.
• Excellent interpersonal skills and ability thriving in a dynamic environment.

Responsibilities

• 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 campaigns.
• Champion, role model, and embed our cultural principles as we scale globally.

Skills

Full-cycle sales

Quota attainment

Enterprise deals

Outbound prospecting

Stakeholder management

Interpersonal skills

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:

The Majors sales team is responsible for revenue growth in new and existing customers that represent the largest prospective accounts for the company by total addressable opportunity. This role can be office-based or fully remote covering a certain geography.

This is a remote position open to candidates residing in the Upper Mid West United States.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 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. the company’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 the businesses they support in order to make a larger impact.

• You are a life-long learner: the company 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: the company’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:

• 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

• 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:

• 5+ years experience in a full-cycle, closing sales role

• 5+ years of experience working with line of business stakeholders in SLED/Government entities

• Proven track record of consistent quota over-achievement in complex accounts and $200k+ ARR transactions

• Experience handling and owning enterprise deal sizes and executive city/county relationships

• Willing and comfortable with strategic outbound prospecting

• Excellent interpersonal skills and demonstrated ability thriving in a dynamic, fast paced environment

An ideal candidate also has:

• Awards for top achievement (President’s club, Winner’s circle, Top 10%)

• Passion for the world of operations!

The compensation range shown spans approved pay zones for this role. Your primary work location determines the range applicable to you, which may be narrower than the full range displayed.

Annual on-target earnings (OTE) for full-time employees for this position is below. Learn more about our total rewards and benefits below.

Annual OTE Salary

$350,000—$350,000 USD

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 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 the company

At the company, 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 the company is a place where people from all backgrounds can make an impact.