Sales Engineer - Enterprise

Samsara; Kentucky; Remote; USD 120,000 - 180,000; Full time

Job summary

Samsara, a leading Connected Operations cloud company, seeks experienced Sales Engineers to drive pre-sales in North America’s largest fleets and public-sector customers. You will own technical engagements, demonstrate hardware-software solutions, and collaborate with Account Executives and Directors on strategic deals.

Ideal candidates have 8+ years in customer-facing pre-sales, strong IT and API know-how, and can travel up to 50%.

Qualifications

• Education: Bachelors of Science from a 4-year university.
• Professional experience: 8+ years in customer-facing pre-sales; at least 3+ years in enterprise sales.
• IT expertise: APIs, security, cloud software, cloud-connected hardware, automation, networking.
• Hands-on problem solving: diagnose and repair electrical/mechanical systems in shop environments.
• Solution architect: sell complex solutions and manage evaluations and deployments.
• Customer advocate: translate requirements into product/service actions.
• Business acumen: build financial models and justify recommendations.
• Travel: ability to travel frequently (50%). ET zone living in Midwest region.

Responsibilities

• Be a core member of Samsara’s pre-sales team in North America’s largest fleets.
• Collaborate with strategic sales and leadership to position Samsara as a top vendor.
• Plan, prepare and execute on strategic deals in complex cycles.
• Match customer pain points to proposed solutions.
• Establish relationships and trust throughout the sales cycle and beyond.
• Work across multiple levels of the technology stack.
• Deploy and install hardware for proofs of concept.
• Manage custom reporting and integrations via the API.
• Mentor other SEs and contribute knowledge and training.
• Champion Samsara’s cultural principles and scale globally.

Skills

Technical sales

Enterprise sales

Can bus and PTO familiarity

Solution architecture

Customer advocacy

Big data awareness

Public sector experience

Education

Bachelor of Science degree

Tools

API integrations

Cloud software

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:

Samsara is at the intersection of cloud software, sensor systems, and wireless networks, and seeks passionate Sales Engineers to bring our technology to market. Samsara builds an extensive set of hardware devices, including battery-powered, wireless environmental sensors, Linux-based IoT gateways, and internet-connected dash cameras as well as an intuitive Dashboard and set of APIs for consuming the sensor data.

Your work would directly contribute to a cleaner, more efficient and productive supply chain by creating safer roadways, reducing fuel consumption and emissions, and providing a consolidated platform for connecting operations. Our daily engagements with public-sector organizations focus on how IoT can support digital transformation, automate workflows, improve fleet safety, streamline maintenance operations, enhance service delivery, and provide greater visibility into critical vehicles, equipment, and assets.

This means a successful SE at Samsara will develop a thorough understanding of the application of IoT hardware and sensors, hands-on hardware installation strategies, managing data collection over carrier networks, presenting a robust cloud infrastructure, and building third-party system integrations (via our open API) to ensure the best technical solution is presented to Samsara customers.

Our Field Sales Engineers work in-region alongside our Enterprise Account Executives and Regional Sales Directors, owning the technical pre-sales cycle for our largest and most strategic prospective customers.

This is a remote position open to candidates based in the US, living within the Eastern Time Zone in the OH/MO Region. This position requires the ability to travel frequently (50%), so close proximity to a major airport is highly preferred.

You should apply if:

• You want to make a difference in the communities we serve: Your efforts will have real-world impact—helping public agencies keep essential services running, improve transportation and infrastructure, strengthen emergency response, and ensure workers return home safely.
• You’re curious about how public agencies operate: One day you may be learning about a transit authority, and the next, exploring the operations of a public works, utilities, or emergency services organization. Our top sales team members take time to understand the missions, challenges, and workflows of the agencies they support so they can deliver greater impact to employees and the communities they serve.
• 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 culture means you’ll be surrounded by the best and challenged to go farther than you have before.
• You are a team player: At Samsara, sales is a team sport. We help each other out by sharing best practices and focusing on winning as a team.

In this role, you will:

• Be a core member of Samsara’s pre-sales team, penetrating and growing our footprint in North America’s largest fleets and organizations with physical operations at the most significant scale.
• Working hand-in-glove with strategic sales and sales leadership, proving Samsara to be the right vendor, technically and also as a reliable long-term business partner.
• Partner with sales executives to plan, prepare and execute on strategic deals in complex sales cycles.
• Successfully match customer pain points and requirements to proposed solutions.
• Establish customer relationships and trust throughout and beyond the sales cycle.
• Work in multiple levels of the technology stack.
• Deploy and install hardware and installation (for POCs).
• Manage custom reporting and integrations via our API.
• Mentor other SEs on the team.
• Provide strong team contributions (technical knowledge, industry knowledge, training, etc.).
• 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:

• Education: Bachelors of Science degree from a 4-year accredited university.
• Technical Sales Professional: Minimum 8+ years of customer-facing pre-sales experience. At least 3+ years in enterprise sales.
• IT Expertise: Deep understanding of API’s, security, cloud software, cloud connected hardware, automation, networking, and control systems.
• Hands-on Problem Solver: Proven ability to diagnose and repair electrical and mechanical systems in a maintenance/shop environment.
• Solution Architect: You excel at selling complex solutions, and navigating intricate customer evaluations and deployments.
• Customer Advocate: You analyze customer requirements, prioritize feature requests, and champion collaboration between customers and product teams.
• Business Acumen: You can develop compelling financial models and business justifications to support your recommendations.
• Project Catalyst: Experience leading complex projects and fostering a collaborative environment where stakeholders are empowered to achieve results.
• This position requires the ability to travel frequently (50%), so close proximity to a major airport is highly preferred.
• This position requires living within the Eastern Time Zone in the Midwest Region.

An ideal candidate also has:

• Bachelors’ of Science degree or advanced education in Electrical Engineering, Computer Science, Mechanical Engineering, Industrial Engineering, or related discipline.
• Consistent track record selling complex solutions, selling on value and orienting trials to outcomes.
• Understanding of vehicle diagnostic systems, including Controller Area Networks (CAN bus) and Power Take Off (PTO) applications.
• Skilled in the art of identifying customer value - identifying on delivering what is most important to the customer and tuning out the noise.
• Hobbyist interest in working with things driven by electronic systems (car audio installation/classic car restoration, home automation, building things with raspberry pi, arduino, etc.).
• Experience working with Fleet, Logistics, Supply Chain, Telematics, Manufacturing, or general operations background is highly preferred.
• Public Sector Experience.
• Knowledge Sharer: Experience with technical enablement and knowledge sharing across teams.
• Adept in Big Data: Familiarity with Databricks (Spark, Delta Lake, MLflow).