Specialist Seller - Enterprise Select - AI

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

Job summary

Samsara is seeking a high-impact Enterprise Specialist (Overlay) to lead the go-to-market for our AI Products. You will partner with Account Executives to win large, complex accounts and translate AI capabilities into tangible safety and efficiency value for customers.

This remote role, open to US residents, requires 5+ years in complex enterprise sales, plus 2+ years selling AI-based models with a proven $500k+ ARR track record.

Qualifications

• 5+ years in complex, full-cycle Enterprise sales.
• 2+ years direct experience selling in AI-based commercial models (e.g., Snowflake, AWS, or AI-native platforms).
• Proven Track Record: consistent quota achievement in complex accounts with $500k+ ARR transactions.
• Deal complexity: success navigating 6- and 7-figure deals with multiple stakeholders.
• Entrepreneurial agility selling early-stage AI products where playbooks are evolving.

Responsibilities

• Architect deals aligning AI Products value with customer use cases for max ROI.
• 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 and assets that scale across the sales org.

Skills

Enterprise sales

AI product knowledge

Co-selling / overlay

Forecasting & expansion

Relationship building

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 company is seeking a high-impact, strategic seller to lead the go-to-market execution for our newest frontier: AI Products. As an Enterprise Specialist (Overlay), you will partner with our Account Executives (AEs) to build deep partnerships with our largest, most complex accounts. You aren't just selling a tool; you are pioneering GTM, ensuring our customers realize continuous value from AI-driven automation.

About the Team:

This specialist team reports into a Sales Director (SD) and consists of specialist sellers aligned by segment and product. AEs on the team are charged with accelerating the growth of a new product and will be incentivized on quarterly product sales targets mapped to 1 or more regional directors for mainline sellers in the segment. Product Specialist sellers drive growth through strategic, high-value deal executing and enabling the segment overall to be successful.

This is a remote position open to candidates residing in the 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.

• You have an innate curiosity about how businesses work: One day you’re meeting with a VP of Operations in waste management; the next, you’re diving into the logistics of a global food distributor. You seek to understand the "unit of value" for every customer.

• You are an AI pragmatist: You understand that AI Products are about outcomes, not just "cool tech." You can translate LLM and agentic capabilities into tangible safety and efficiency gains for the physical world.

• You build genuine, high-stakes relationships: Our customers operate in "boots-on-the-ground" industries. They value earned trust and partners who understand their operational realities.

• You want to be with the best: the company’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: In an overlay role, your success is tied to the success of the broader account team. You lead through influence, not just authority.

In this role you will:

• Architect deals that align the company’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

Minimum requirements for the role:

• 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 involving multiple stakeholders (Legal, Procurement, InfoSec, and C-Suite).

• Entrepreneurial Agility: Experience selling "Version 1.0" products where the playbook is still being written.

An ideal candidate also has:

• Experience working in a specialist/overlay co-selling with a mainline AE team.

• 4+ years direct experience selling AI-based commercial models with a deep understanding of forecasting and expansion mechanics.

• Strong grasp of AI/ML concepts and how AI Products differ from standard automation.

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 i