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 new supply chain visibility product, across 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 driving product adoption and pipeline velocity across named accounts by repeating and improving a pilot-to-rollout sales motion. This specialist role supports Samsara’s Enterprise sales motion and works alongside the broader account team. Specialist sellers are aligned by segment and product, report to a Sales Director, and are incentivized on quarterly product sales targets mapped to their supported segment and geography. The position is remote and open to candidates residing in the United States, with travel to customer sites as needed. The successful candidate will run full-cycle sales motions, build business cases, navigate complex procurement, and turn pilots into expanding deployments. They will also collaborate with Product and go-to-market leadership, and develop frameworks, playbooks, and enablement assets to scale Tracking Label sales across the Enterprise Core specialist team.
Requirements
- At least 3 years of complex, full-cycle Enterprise or SaaS sales experience.
- A proven track record of consistent quota overachievement, including transactions of $250K+ ARR.
- 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 developed.
- 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 or freight tracking, IoT, telematics, or cargo security solutions.
- Experience operating in a specialist or overlay model and co-selling alongside Enterprise Account Executives.
- 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 demonstrating ROI, loss-prevention impact, and supply chain visibility gains to secure 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 define success metrics that convert early adoption into repeatable, expanding deployments.
- Partner with Product and GTM leadership to provide field insights for the roadmap.
- Build and refine frameworks, playbooks, and enablement assets that scale Tracking Label success across the Enterprise Core specialist team.
Benefits
- Professional development stipend.
- Comprehensive health plans.
- Parental leave plans.
- Flexible, employee-led remote work model.
- Compensation includes base salary, performance-based bonus/variable pay, and equity for eligible roles.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
