Account Manager, Mid-Market

Samsara

11h•$51,021 - $77,175•Remote

About The Position

As a Mid-Market Account Manager, you serve as a trusted advisor and long-term partner to customers, guiding them from adoption and value realization through renewal. You develop deep knowledge of the Samsara platform and the technical acumen to advise customers on tailoring it to their fleets and operational challenges. After implementation, you build customer relationships, drive adoption, and help customers realize measurable product value. You own the customer renewal process end to end. By understanding the value customers receive, you lead ROI and value discussions, negotiate terms, close renewals, minimize financial attrition, and seek favorable outcomes for both customers and Samsara. You also identify opportunities to expand customer use of Samsara solutions. The role works across Sales, Support, Deal Desk, Operations, and Product to resolve problems and improve customer experience and business outcomes. It is remote and open to candidates residing in the United States, excluding the San Francisco Bay, NYC, and Washington, D.C. metro areas.

Requirements

2 to 5+ years of experience in a customer-facing role such as renewals, account management, or sales; ideally in SaaS, technology, or logistics supporting or working with technical products.
A track record of consistently exceeding quota.
Strong problem-solving skills and a solutions-oriented approach.
Demonstrated ability to build trust and communicate effectively and empathetically with varied internal and external stakeholders, including executives, Sales, Product, Support, and software users.
Strong communication, presentation, and organizational skills.
Familiarity with Salesforce, Gainsight, Gong, or similar go-to-market tools.
Comfort working in a rapidly changing, high-growth environment.
Bachelor’s degree from a four-year institution or equivalent practical experience.

Nice To Haves

Strong bias toward action, ability to think big, and insistence on high standards.
Experience using AI tools to improve efficiency and outcomes.
Experience developing deep knowledge of technical product suites; familiarity with integrating hardware and software is a bonus.
Experience with routing, navigation, commercial trucking fleets, or logistics.

Responsibilities

Develop a deep understanding of Samsara’s platform and explain its capabilities to businesses across industries.
Learn, investigate, diagnose, and resolve technical issues for customers.
Build trusted relationships with operational and executive stakeholders and serve as their long-term partner.
Drive customer adoption and measurable value through strategic engagements, product consultations, and value check-ins.
Manage a book of Mid-Market customers from adoption through renewal; proactively identify, forecast, escalate, and mitigate renewal risks.
Identify expansion opportunities by understanding customer needs and discussing products and solutions.
Lead ROI and value conversations, negotiate renewal terms, close renewals, and minimize financial attrition.
Collaborate with Sales, Support, Deal Desk, Operations, and Product to solve problems and optimize customer experience and business outcomes.
Contribute to a team environment that motivates strong performance.
Champion and model Samsara’s cultural principles: Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, and Win as a Team.