Sr. Partner Account Executive, EMEA FMC in Harrow

About Samsara

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.

This role is a key leadership position within Samsara’s Global Partnerships team, specifically responsible for our Fleet Management Company (FMC) ecosystem strategy. This is a high impact role at the intersection of strategy and GTM, and focuses on building & activating partnerships in a space with momentum for us. You will define and activate the optimal route-to-market model - establishing the commercial structure (e.g., co-sell, referral, resale, or hybrid) that drives scalable, incremental revenue for both organisations.

This is a remote position open to candidates residing in the UK or possibly France.

Who 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, and most importantly, ensure workers return home safely.
• You have an innate curiosity about how businesses work: One day you’ll meet with someone in waste management and the next you may be learning about the inner workings of a food distribution center.
• You build genuine relationships with your customers: The industries we serve have relied on pen-and-paper solutions for years and haven’t been met with the type of technology we offer.
• You want to be with the best: Samsara’s high-performance culture means you’ll be surrounded by the best and challenged to go farther than you have before.
• You are a team player: At Samsara, sales is a team sport. We help each other out by sharing best practices and focusing on winning as a team.

In this role, you will

• Build our Fleet Management Company (FMC) partner motion in EMEA, starting with the UK and France.
• Your mission is to convert interest into a repeatable, revenue-generating motion.
• This is a builder-operator role. You will not inherit a mature program. You will design, activate, and scale the model alongside Sales, Marketing, and regional leadership.
• This is a high-impact individual contributor role with clear revenue influence metrics.

Build and Activate the FMC Partner Motion

• Define and operationalise a scalable FMC GTM model for UK and France.
• Develop clear value propositions for both Samsara and FMC partners.
• Align commercial incentives and engagement models.
• Establish partner engagement cadence and activation plans.

Drive Revenue Through Partners

• Generate and influence pipeline through activated FMC relationships.
• Work closely with Enterprise and Mid-Market AEs to embed partners into live opportunities.
• Track referral flow, pipeline creation, and revenue influenced.
• Personally drive early lighthouse opportunities to prove the model.

Scale What Works

• Document playbooks, engagement models, and activation processes.
• Identify structural blockers and fix them (incentives, enablement, positioning).
• Partner cross-functionally with Sales Leadership, Marketing, RevOps, and Product.

Executive-Level Partner Engagement

• Build strong top-down relationships within FMC organisations.
• Navigate complex, multi-stakeholder environments.
• Position Samsara as a strategic technology partner within their ecosystem.

Minimum Requirements

• 8+ years of experience in partnerships, business development, or enterprise sales within B2B technology.
• Proven experience scaling or significantly expanding a partner motion (not just managing relationships).
• Demonstrated success influencing revenue through partners in a complex sales environment.
• Experience navigating multi-stakeholder enterprise deals.
• Strong commercial acumen and ability to structure mutually beneficial partner models.
• Experience working cross-functionally within a matrixed sales organisation.
• Based in the UK and legally authorised to work.

Strongly Preferred

• Experience in mobility, fleet, telematics, IoT, or adjacent industries.
• Exposure to leasing or fleet management company ecosystems.
• Experience operating across UK and France.
• French language proficiency.
• Experience in hardware + SaaS technology environments.

Profile We’re Looking For

• Builder mindset: comfortable creating structure where none exists.
• Commercially sharp: understands incentives, pipeline mechanics, and revenue math.
• Comfortable influencing without direct authority.
• Operates with high ownership and accountability.
• Able to balance strategic thinking with hands-on execution.

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 (for eligible roles) 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, color, 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.