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. 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. What You'll Do
- 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
- 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 What We're Looking For
- 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
- 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 Compensation & Benefits Annual OTE Salary: 350000 USD. Our total rewards program delivers above-market compensation through base salary, performance-based bonus/variable pay, and equity (for eligible roles). We also offer a flexible, employee-led remote model, professional development stipend, comprehensive health and parental leave plans, and more.