Specialist Seller, Enterprise Core (AI Products)
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Job description
About the Position
Specialist Seller, Enterprise Core (AI Products)
Remote - New York
About the Role
Samsara is seeking a high-impact, strategic seller to lead the go-to-market execution for our newest frontier: AI Products. As a Core Enterprise Specialist (Overlay), you will partner with our Account Executives (AEs) to build deep partnerships with our enterprise accounts. You aren't just selling a tool; you are pioneering GTM, ensuring our customers realize continuous value from AI-driven automation.
Responsibilities
- 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.
Requirements
- Experience: 5+ years in complex, full-cycle sales.
- Industry Experience: 2+ years of direct experience selling in AI-based commercial models (e.g., Snowflake, AWS, Twilio, or AI-native platforms).
- Performance: Proven track record of consistent quota over-achievement in complex accounts with $200k+ ARR transactions.
- Deal Complexity: Demonstrated success navigating 6-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.
Nice to Have
- 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.
We Offer
- Compensation: Annual on-target earnings (OTE) range for full-time employees for this position is $222,400-$278,000 USD.
- Total Rewards: At Samsara, we build for the people who keep the global economy moving. Our rewards are designed to fuel high-impact builders. 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.
- Flexible Working: 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.
- Belonging at Samsara: We welcome everyone regardless of their background. 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.
About the Company
Samsara's Mission
Improve the safety, efficiency, and sustainability of the operations that power the global economy.
Who we are
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. As part of a recently public company, you’ll have the autonomy and support to make an impact as we build for the long term.
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