Specialist Seller - Enterprise Select AI Products

Who we are Samsara (NYSE: IOT) is the pioneer of the Connected Operations™ Cloud, a platform that enables organizations that depend on physical operations to harness IoT data to develop actionable insights and improve their operations. At Samsara, we help improve the safety, efficiency, and sustainability of the physical operations that power our global economy, spanning industries such as agriculture, construction, field services, transportation, and manufacturing. About the Role Samsara is seeking a high‑impact, strategic seller to lead the go‑to‑market execution for our newest frontier: AI Products. As an Enterprise Specialist (Overlay), you will partner with our Account Executives to build deep partnerships with our largest, most complex accounts and pioneer GTM to ensure customers realize continuous value from AI‑driven automation. About the Team This specialist team reports to a Sales Director and consists of specialist sellers aligned by segment and product. AEs on the team accelerate the growth of new products and are incentivized on quarterly product sales targets mapped to regional directors for mainline sellers in the segment. Product Specialist sellers drive growth through strategic, high‑value deal execution and enable the overall segment to succeed. You should apply if: you want to impact the industries that run our world and help keep the lights on, get food into grocery stores, and ensure workers return home safely. you have an innate curiosity about how businesses work and seek to understand the unit of value for every customer. you are an AI pragmatist who can translate LLM and agentic capabilities into tangible safety and efficiency gains for the physical world. you build genuine, high‑stakes relationships with customers in boots‑on‑the‑ground industries. you thrive in a high‑performance culture and are challenged to go farther than before. you are a team player who leads through influence in an overlay role. Responsibilities Architect deals that align Samsara’s AI Products value with customer use cases to provide maximum value and ROI. Co‑develop new product pipeline with ADRs/AEs across high‑potential “AI‑ready” accounts. Drive high‑touch pilot strategy and success metrics for early adoption. Partner with GTM and Product to feed back insights and help shape roadmap. Build frameworks, assets, and insights that scale across the sales organization. Qualifications Minimum requirements for the role 5+ years in complex, full‑cycle Enterprise sales. 2+ years of direct experience selling in AI‑based commercial models (e.g., Snowflake, AWS, Twilio, or AI‑native platforms). Consistent quota over‑achievement in complex accounts with $500k+ ARR transactions. Demonstrated success navigating 6‑ and 7‑figure deals involving multiple stakeholders (Legal, Procurement, InfoSec, and C‑Suite). Entrepreneurial agility: experience selling “Version 1.0” products where the playbook is still being written. Ideal candidate also has Experience working in a specialist/overlay co‑selling environment with a mainline AE team. 4+ years direct experience selling AI‑based commercial models with a deep understanding of forecasting and expansion mechanics. Strong grasp of AI/ML concepts and how AI Products differ from standard automation. Compensation and Benefits Annual OTE Salary: $350,000–$350,000 USD. Base salary, performance‑based bonus/variable pay, and equity for eligible roles, designed to deliver above‑market total compensation. Flexible, employee‑led remote model. Professional development stipend. Comprehensive health and parental leave plans. Flexible Working We embrace a flexible working model that caters to diverse needs. 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. For certain positions, proximity to an office may be required to facilitate collaboration. All offers of employment are contingent upon the ability to secure the legal right to work at the company and in the specified work location, if applicable. Belonging at Samsara At Samsara, we welcome everyone regardless of 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 solve complex problems and want to ensure Samsara is a place where people from all backgrounds can make an impact. #J-18808-Ljbffr Samsara