Inside Sales Director, Account Development

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.

About The Role

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.

Samsara's EMEA Account Development team closed a strong FY26. Now the expectation has been raised — significantly. With new GTM leadership across the region, this is a moment to build something bigger, not maintain what exists. This Director role owns the entire EMEA ADR function — UK&I, France, Germany and Netherlands — leading a team of five managers and roughly 48 ADRs. The foundation is strong. The brief is to accelerate.

You’ll be the only leader on the VP's team who owns a full international region — not a segment, not a market, an entire region with its own commercial fabric, leadership chain, and growth trajectory. That’s an unusual scope, and it comes with real latitude. The new GTM leadership team in EMEA is in place and the targets ahead are serious. What’s needed is a senior ADR leader who brings credibility at every level — with their team, with the AE org they support, and with the commercial leaders they sit alongside.

In this role, you will:

• Own EMEA ADR performance end-to-end — pipeline attainment, forecasting accuracy, and the KPIs that matter to the business.
• Lead a tenured management bench across the region.
• Operate across multiple markets simultaneously, each with different commercial dynamics, stakeholder structures, and pipeline expectations.
• Partner directly with the AE and sales leadership org as an equal — contributing to pipeline strategy, territory planning, and cross-functional decisions.
• Drive the talent pipeline into the broader GTM organisation.
• Embed AI tooling and data-driven operating rhythms across the team.
• Work at pace with a VP and regional GTM leadership team that move fast, communicate directly, and have high expectations.
• Champion Samsara's cultural principles — Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team.

Minimum Requirements For The Role

• Second-line leadership experience in an ADR, SDR, or BDR function — you have managed managers, not just reps.
• Demonstrable ownership of an EMEA or multi-market region: UK and at least one continental European market.
• A track record of consistent pipeline attainment across multiple consecutive periods.
• Strong operational and analytical skills.
• Excellent cross-functional credibility.
• Based in or willing to relocate to London, with the ability to be in the UK office three days per week.

The ideal candidate has:

• Experience carrying a quota as an AE or AM earlier in their career.
• A track record of developing people into their next role.
• Experience managing across multiple European markets.
• Active use of AI tools in how you run an ADR team.
• Comfort operating in a fast-moving environment.
• The kind of presence that earns trust quickly.

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.

Flexible Working

At Samsara, 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

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.

Our Commitment to Authenticity

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