Specialist Seller, Enterprise Core (Tracking Label)
About The Position
Samsara is seeking a high-impact seller to lead go-to-market execution for the Samsara Tracking Label, a supply chain visibility product, across its US Enterprise Private Core accounts. The Specialist Seller partners with Enterprise Core Account Executives to bring near-real-time shipment visibility and cargo security to shippers, 3PL providers, and logistics operators. The role focuses on eliminating supply chain blind spots by driving product adoption and pipeline velocity across named accounts, repeatedly converting pilots into broader rollouts and improving the sales motion with each cycle. This role is part of Samsara’s specialist team, which reports into a Sales Director and includes sellers aligned by segment and product. Specialist AEs accelerate growth of new products and are incentivized on quarterly product sales targets mapped to the segment and geography they support. The position is remote and open to candidates residing in the United States.
Requirements
- 3+ years of complex, full-cycle Enterprise or SaaS sales experience.
- Proven track record of consistent quota over-achievement, including $250K+ ARR transactions.
- Demonstrated ability to navigate multi-stakeholder deals involving Legal, Procurement, and InfoSec.
- Comfort selling a newly launched product or category where the playbook is still being written.
- Strong executive presence and communication skills, with the ability to influence director- and VP-level stakeholders.
- Ability to travel to customer sites as needed.
Nice To Haves
- Experience selling supply chain visibility, asset/freight tracking, IoT, telematics, or cargo security solutions.
- Experience operating in a specialist/overlay model, co-selling alongside Enterprise AEs.
- Domain knowledge of logistics, 3PL, freight, manufacturing, or retail distribution operations.
- Familiarity with MEDDPICC and/or Command of the Message sales frameworks.
- A track record of ramping quickly on new products and turning early wins into a repeatable motion.
Responsibilities
- Run full-cycle Tracking Label sales motions, from single-lane pilots to multi-site rollouts, across a broad portfolio of Samsara’s US Enterprise Private accounts.
- Partner with Enterprise Core Account Executives and Account Development Representatives to identify and prioritize accounts with high-value or high-theft-risk cargo.
- Build business cases covering ROI, loss-prevention impact, and supply chain visibility gains to earn stakeholder buy-in.
- Navigate multi-stakeholder procurement processes involving Legal, Security/InfoSec, and Procurement to close deals across a high volume of accounts.
- Drive pilot strategy and success metrics that convert early adoption into repeatable, expanding deployments.
- Partner with Product and GTM leadership to share field insights and inform the roadmap.
- Build and refine frameworks, playbooks, and enablement assets to scale Tracking Label success across the Enterprise Core specialist team.
Benefits
- Above-market total compensation combining base salary, performance-based bonus/variable pay, and equity for eligible roles.
- Professional development stipend.
- Comprehensive health plans.
- Parental leave plans.
- Flexible, employee-led remote model.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
