Specialist Seller, Enterprise Core (Tracking Label)

About the Position

Specialist Seller, Enterprise Core (Tracking Label)

Remote - CA; Remote - NC

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About the Role

Samsara is seeking a high-impact seller to lead go-to-market execution for the Samsara Tracking Label - our newest supply chain visibility product - across our US Enterprise Private Core accounts. As a Specialist Seller, Enterprise Core, you will partner with Enterprise Core Account Executives to bring near-real-time shipment visibility and cargo security to a broad, fast-growing book of shippers, 3PL providers, and logistics operators.

You aren't selling a label. You're selling the elimination of a supply chain blind spot that costs U.S. businesses an estimated $35B a year in cargo theft and loss. This role is central to Samsara's Enterprise motion: you will drive product adoption and pipeline velocity for Tracking Label across a wide set of named accounts - repeating a proven pilot-to-rollout motion again and again, and sharpening it with every cycle.

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Responsibilities

• Run full-cycle Tracking Label sales motions - from single-lane pilot to multi-site rollout - across a broad portfolio of Samsara's US Enterprise Private accounts
• Partner with Enterprise Core Account Executives and Account Development Representatives to identify and prioritize accounts with high-value or high-theft-risk cargo
• Build the business case - ROI, loss-prevention impact, supply chain visibility gains - that earns buy-in from Supply Chain, Operations, Security, and other key stakeholders
• Navigate multi-stakeholder procurement processes (Legal, Security/InfoSec, Procurement) to close deals across a high volume of accounts
• Drive pilot strategy and success metrics that convert early adoption into repeatable, expanding deployments
• Partner with Product and GTM leadership to feed field insight back into the roadmap
• Build and refine the frameworks, playbooks, and enablement assets that scale Tracking Label success across the Enterprise Core specialist team

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Requirements

• Minimum requirements for the role:

  • 3+ years of complex, full-cycle Enterprise or SaaS sales experience
  • Proven track record of consistent quota over-achievement, including $250K+ ARR transactions
  • Demonstrated ability to navigate multi-stakeholder deals involving Legal, Procurement, and InfoSec
  • Comfort selling a newly launched product or category where the playbook is still being written
  • Strong executive presence and communication skills, with the ability to influence director- and VP-level stakeholders
  • Ability to travel to customer sites as needed

• An ideal candidate also has:

  • Experience selling supply chain visibility, asset/freight tracking, IoT, telematics, or cargo security solutions
  • Experience operating in a specialist/overlay model, co-selling alongside Enterprise AEs
  • Domain knowledge of logistics, 3PL, freight, manufacturing, or retail distribution operations
  • Familiarity with MEDDPICC and/or Command of the Message sales frameworks
  • A track record of ramping quickly on new products and turning early wins into a repeatable motion

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We Offer

• Annual OTE Salary: $222,400-$278,000 USD
• Total Rewards: At Samsara, we build for the people who keep the global economy moving. We want owners, not passengers, which is why 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.

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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.