About this role
About the Role Samsara is seeking a high-impact, strategic seller to lead the go-to-market execution for our AI Products frontier. As an Enterprise Specialist (Overlay), you will partner with Account Executives to build deep partnerships with our largest, most complex accounts and drive AI-driven automation that translates into measurable outcomes. This remote role reports to a Sales Director and is focused on delivering sustained value from AI-enabled solutions across our enterprise customers. What You'll Do
- Architect deals that align Samsara’s AI Products value with customer use cases to maximize 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 insights and help shape the roadmap.
- Build frameworks, assets, and insights that scale across the sales organization. What We're Looking For
- 5+ years in complex, full-cycle Enterprise sales.
- 2+ years 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.
- Demonstrated success navigating 6- and 7-figure deals involving Legal, Procurement, InfoSec, and C-Suite.
- Entrepreneurial agility with experience selling “Version 1.0” products where the playbook is still being written.
- Ideally, experience in 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. Nice to Have
- Experience working in a specialist/overlay co-selling arrangement with a mainline AE team.
- Deep experience with AI product value realization and customer outcome mapping. Compensation & Benefits
- Annual OTE: $350,000 USD.
- Total Rewards including base salary, performance-based bonus/variable pay, and equity (for eligible roles) in a high-growth public company.
- Flexible, employee-led remote model, professional development stipend, comprehensive health and parental leave plans, and more.
- Opportunities to impact critical industries and work with a high-performance, mission-driven team.