About this role
About the Role Samsara is seeking a high-impact, strategic seller to lead the go-to-market for our AI Products. As an Enterprise Specialist (Overlay), you’ll partner with Account Executives to build deep partnerships with our largest, most complex accounts and ensure 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 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 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: experience selling “Version 1.0” products where the playbook is still being written
- You lead through influence in an overlay role with mainline AE teams Nice to Have
- 4+ years direct experience selling AI-based commercial models with forecasting and expansion mechanics
- Strong grasp of AI/ML concepts and how AI Products differ from standard automation
- Experience working in a specialist/overlay co-selling with a mainline AE team Compensation & Benefits
- Annual OTE salary: USD 350,000
- Base salary, performance-based bonus/variable pay, and equity (for eligible roles) in a high-growth public company
- Remote, employee-led model with professional development stipend, comprehensive health and parental leave plans, and more.