Sr. Sales Engineer - UK & I

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.

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.

About the role: As a Senior Inside Sales Engineer at Samsara, you’ll be splitting your time across two major focus areas; (1) supporting senior-level sellers in an attempt to grow existing customers, or win new customers, and (2) contributing to the SE Team as a Senior resource in the quest of continually raising the bar. There is an expectation that a Senior SE is highly accountable for each technical sale, meaning that strong storytelling, objection handling, custom workarounds, advanced integrations, and extensive hands-on experience are requirements to win business. Takeaways from these activities should be shared across the SE Team via team meetings, messaging tools, etc.

Additionally, a Senior ISE is accountable for carving out time to source and deliver product information, conduct testing of alpha products/features, manage projects, and build process improvements and automation that will scale the broader Inside SE Team. Note, this role is quota driven, whilst also expected to maintain delivery on senior responsibilities.

This is a remote position open to candidates residing in the United Kingdom. This position requires travel up to 50% of the time. Relocation assistance will not be provided for this role.

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 are the architect of your own career: If you put in the work, this role won’t be your last at Samsara. We set up our employees for success and have built a culture that encourages rapid career development, countless opportunities to experiment and master your craft in a hyper growth environment.
• You’re energized by our opportunity: The vision we have to digitize large sectors of the global economy requires your full focus and best efforts to bring forth creative, ambitious ideas for our customers.
• You want to be with the best: At Samsara, we win together, celebrate together and support each other. You will be surrounded by a high-calibre team that will encourage you to do your best.
• You are a team player: At Samsara, sales is a team sport. We help each other out by sharing best practices and focus on winning as a team.

In this role, you will:

• Conduct product demonstrations and facilitate live proof-of-concept trials for prospective customers, and ensure these prospects understand - and are fully utilizing - the Samsara platform.
• Work closely with Product Management, and other relevant teams, to help develop the Samsara platform.
• Demonstrate the value proposition of Samsara’s products and services along with the platform's core capabilities on-site, remotely via webinar sessions, or at field events such as conferences and trade shows.
• Respond to functional and technical elements of RFIs/RFPs.
• Have the ability to be organized and analytical, and eliminate sales obstacles using creative and adaptive approaches.
• Demonstrate comfort working for a dynamic technical organization with a fast-growing partner and customer base.
• Remain highly available to Sales and cross-functional teams, making a measurable impact on Sales and product development in your region, and contributing to SE Team enablement.
• Be a dynamic contributor on both Sales and SE Team internal communications channels.
• Champion, role model, and embed Samsara’s cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team) as we scale globally and across new offices.

Minimum requirements for the role:

• 5+ years of experience in customer-facing roles and 2+ years of pre-sales experience.
• Must be in good standing with all members of the Sales Leadership and Product Management team members at Samsara (no recent performance improvement conversations).
• Maintain top performer status for over a year as an SE2. This includes being highly available to Sales and cross functional teams (perfect attendance), making a measurable impact on Sales and product development in your region, and contributing to SE Team enablement.
• Maintain an average of 5+ unique calendared customer engagements per day (or at least 50% of your time weekly) as an SE2.
• Maintain a top tier Key Account win ratio as an SE2, while ensuring your technical sales pipeline is moving forward according to SLA’s for each stage.
• History of contributing to and maintaining the SFDC Feature Request system regularly (at least weekly), ensuring all requests from your territory are entered and kept up to date.
• Be an active contributor on both Sales and SE Team Slack channels.
• Demonstrate a history of attending all aligned weekly Sales Team meetings, sharing updates to new products and features, including early beta management strategies, newly unlocked target customers/use cases, updates to technical talk tracks, and updated demos.
• Mastery of the competitive landscape across all Samsara product lines.
• Experience successfully installing all of Samsara’s products on a variety of classes of vehicles, ideally at a pace of 5+ [virtual or physical] on-sites per quarter. Should be able to review details/challenges of most installs and how you overcame them.

An ideal candidate also has:

• Logistics, Supply Chain, Telematics, Manufacturing, Fleet or general operations background a huge plus.
• Previous experience working in a Fleet Sales environment.
• Understanding of vehicle diagnostic systems, including Controller Area Networks (CAN bus) and Power Take Off (PTO) applications.
• Hobbyist interest in working with things driven by electronic systems (car audio installation/classic car restoration, home automation, building things with Raspberry Pi, Arduino, etc.).
• Consistent track record of success selling complex technical solutions through strategic sales cycles.

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. We depend on the unique approaches of our team members to help us solve complex problems and want to ensure that Samsara is a place where people from all backgrounds can make an impact.

Full time employees receive a competitive total compensation package along with employee-led remote and flexible working, health benefits, and much, much more.

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

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

Samsara is aware of scams involving fake job interviews and offers. Please know we do not charge fees to applicants at any stage of the hiring process.

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