Specialist Seller - Enterprise Select -(AI Products)

Samsara; North Carolina; Remote; USD 180,000 - 300,000; Full time

Job summary

Samsara is seeking an Enterprise Specialist (Overlay) to drive go-to-market for our AI Products, partnering with Account Executives to win large, complex accounts and to align AI value with customer use cases. This remote role reports to a Sales Director and focuses on high-potential, AI-ready accounts across the United States.

You will architect deals, drive strategic quoting, and ensure customers realize value from AI-driven automation, with compensation built around base, bonus/commission,

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

Responsibilities

• Co-develop new product pipeline with ADRs/AEs across high potential “AI-ready” accounts.
• 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

AI sales

Forecasting

Deal closing

C-suite navigation

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. Samsara 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 are pioneering GTM, ensuring our customers realize continuous value from AI-driven automation.

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.

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.

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." Our customers operate in "boots-on-the-ground" industries. Samsara’s high-performance culture means you’ll be surrounded by the best and challenged to go farther than you have before.

In an overlay role, your success is tied to the success of the broader account team. 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
• Partner with GTM and Product to feed back insights and help shape roadmap
• Build frameworks, assets and insights that scale across the sales org
• 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).
• Consistent quota over-achievement in complex accounts with $500k+ ARR transactions.
• Demonstrated success navigating 6- and 7-figure deals involving multiple stakeholders (Legal, Procurement, InfoSec, and C‑Suite).
• 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.

Annual on-target earnings (OTE) for full-time employees for this position is below. 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. 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.

Flexible Working

At Samsara, 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. 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.

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 Samsara is a place where people from all backgrounds can make an impact.

Samsara is an inclusive work environment, and we are committed to ensuring equal opportunity in employment for qualified persons with disabilities.

We use Tofu, a fraud detection tool, to validate the authenticity of applications and protect against identity fraud. Official communication about your application will only come from emails ending in @samsara.com, @us-greenhouse-mail.For more information regarding fraudulent employment offers, please visit our blog post here.