About this role
About the Role Samsara is seeking a high-impact, strategic seller to lead GTM execution for AI Products. As an Enterprise Specialist (Overlay), you’ll partner with Account Executives to build deep partnerships with the largest, most complex accounts, ensuring 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 maximize ROI.
- Co-develop new product pipeline with ADRs/AEs across AI-ready accounts.
- Drive high-touch pilot strategy and success metrics for early adoption.
- Partner with GTM and Product to feed back insights and shape roadmap.
- Build frameworks, assets and insights that scale across sales org.
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 multiple stakeholders (Legal, Procurement, InfoSec, and C-Suite).
- Entrepreneurial Agility: Experience selling "Version 1.0" products where the playbook is still being written.
- 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.
Nice to Have
- Experience with overlay/co-selling models or working closely with mainline AE teams.
- Ability to forecast and drive expansion metrics for AI products.
Compensation & Benefits
- Annual on-target earnings (OTE) of $350,000 USD.
- Remote-friendly, employee-led remote model, professional development stipend, comprehensive health and parental leave plans, and equity opportunities for eligible roles.