Deal Desk Analyst

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.

About the role: Samsara's Deal Desk team partners closely with our Sales organisation to drive market wins and achieve our revenue targets. As the Deal Desk Analyst supporting EMEA Mid-Market, you'll drive commercial outcomes for the region, applying deal economics and policy judgment to help Sales structure terms that win deals and protect Samsara's revenue.

You should apply if:

• You want to impact the industries that run our world: Your efforts will result in real-world impact - helping to keep the lights on, get food into grocery stores, reduce emissions, and most importantly, ensure workers return home safely.
• You bring clarity to high-stakes conversations: You're comfortable telling a seller no and keeping them on your side - and just as ready to get on a live customer call when a deal needs a clear, confident voice in the room.
• You live at the intersection of sales and finance: You can look at a discount, a payment schedule and know exactly what it means for Samsara's revenue - and you want to be the one making that call, deal by deal.

In this role, you will:

• Own deal economics for the EMEA Mid-Market portfolio and know when a deal sits within your approval authority versus when it needs to be escalated.
• Sign off on certain non-standard terms within your own financial parameters, backed by your own authority rather than a case-by-case Legal review.
• Manage the EMEA Mid-Market deal desk end-to-end - hold Sales to policy on discount and payment terms, help shape the SLAs and triage rules that keep a high-volume pipeline moving using AI tools to drive efficiency.
• Partner with Sales to solve for non-standard requests - while maintaining a partnership mindset.
• Protect quarter-end metrics anchoring deals on annual terms early and applying your team's escalation framework consistently.
• Own final approval for your segment, and coach Sales on the thresholds so they flag you before a deal needs you.
• Partner with Legal, Sales and Customers directly when a deal needs Deal Desk's voice in the room.
• Collaborate with Sales Enablement to keep Sales current on policies and thresholds - 1:1s, group sessions, refreshers, and onboarding for new starters.
• Champion, role model, and embed Samsara's cultural principles as we scale globally and across new offices.

Minimum requirements for the role:

• Experience in a comparable role within Deal Desk, Finance, Sales Ops or Revenue Operations.
• Demonstrated ability to evaluate deal economics against company policy.
• Advanced proficiency in Excel/Google Sheets (formulas, modelling) and experience with CRM systems (i.e., Salesforce) and quoting tools.
• Proven experience owning a large, high-volume book independently with minimal oversight, and knowing when a deal needs to be escalated.
• Experience operating in a high-volume queue with frequent, direct pushback from Sales, while maintaining a partnership mindset.
• Proficient with AI tools for research, drafting, and speedy deal reviews.
• Strong communication skills, resilience, and a problem-solving mindset.

This is a hybrid position open to candidates based in the United Kingdom with regular travel to our London office. Relocation assistance will not be provided for this role.

An ideal candidate also:

• Has direct, first-hand experience defending a commercial position live with a customer or seller.
• Has experience operating in a small, fast-paced, high-ownership environment.
• Is self-motivated, intellectually curious, and commercially minded.
• Has an appetite for enablement - comfortable training and upskilling a Sales team on policy and deal structuring.
• Is comfortable with financial modelling in spreadsheets/CPQ.
• Proactively identifies and helps resolve internal process or systems friction.

Total Rewards: At Samsara, we build for the people who keep the global economy moving. Our compensation program delivers above-market total compensation through a combination of base salary, performance-based bonus/variable pay, and equity in a high-growth public company.

Flexible Working: At Samsara, we embrace a flexible working model that caters to the diverse needs of our teams.

Belonging at Samsara: At Samsara, we welcome everyone regardless of their background. All qualified applicants will receive consideration for employment without regard to race, colour, religion, national origin, sex, gender, gender identity, sexual orientation, protected veteran status, disability, age, and other characteristics protected by law.

Accommodations: Samsara is an inclusive work environment, and we are committed to ensuring equal opportunity in employment for qualified persons with disabilities.

Our Commitment to Authenticity: We use Tofu, a fraud detection tool, to validate the authenticity of applications and protect against identity fraud.

Samsara's Mission: Improve the safety, efficiency, and sustainability of the operations that power the global economy.