Specialist Seller - Tracking Label - Select Enterprise

Samsara

13d•Remote

About The Position

Samsara is seeking a high-impact, strategic seller to lead go-to-market execution for the Samsara Tracking Label — our newest supply chain visibility product — across the largest and most strategic accounts in our US Enterprise Private business. As a Specialist Seller, Enterprise Select+, you will partner with our highest-tier Enterprise Select+ Account Executives to bring near-real-time shipment visibility and cargo security to the world's largest shippers, 3PL providers, and logistics operators. You aren't selling a label. You're selling the elimination of a supply chain blind spot that costs U.S. businesses an estimated $35B a year in cargo theft and loss, at the scale of the most complex shipment networks in the world. This role sits at the top of Samsara's Enterprise motion: you will own product strategy and deal execution for Tracking Label within our highest-ACV, most strategic named accounts — architecting rollouts that start with a single pilot lane and scale to a customer's entire shipment network.

Requirements

7+ years of complex, full-cycle Enterprise sales experience, the majority spent selling into large, strategic (Enterprise Select+ / Fortune 500-caliber) accounts
Proven track record of consistent quota over-achievement, including multiple $750K+ ARR transactions
Demonstrated success navigating 6- and 7-figure, multi-year deals involving multiple stakeholders (Legal, Procurement, InfoSec, and C-Suite)
Experience selling a newly launched product or category into an existing enterprise motion, where the playbook is still being written
Excellent executive presence and communication skills, with a proven ability to influence VP- and C-suite-level stakeholders
Ability to travel to customer sites and executive briefings as needed

Nice To Haves

Direct experience selling supply chain visibility, asset/freight tracking, IoT, telematics, or cargo security solutions
Experience operating in a specialist/overlay model, co-selling with senior Enterprise AEs on named, whale-sized accounts
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 helping shape product roadmap and go-to-market motion for a nascent product line

Responsibilities

Architect and close enterprise-scale Tracking Label deployments — from single-lane pilots to global, multi-site shipment network rollouts — across Samsara's largest US Enterprise Private accounts
Partner with Enterprise Select+ Account Executives and Account Development Representatives to identify, prioritize, and penetrate whale accounts with high-value or high-theft-risk cargo
Build and defend the business case — ROI, loss-prevention impact, supply chain visibility gains — that puts Tracking Label and the Agentic Shipment Center in front of CSCO, COO, Security/Loss Prevention, and other C-suite stakeholders
Navigate complex, multi-stakeholder enterprise procurement (Legal, Security/InfoSec, Procurement) to close 6- and 7-figure, multi-year contracts
Drive high-touch pilot strategy and success metrics that convert early adoption into a company-wide standard
Partner with Product and GTM leadership to feed field insight back into the roadmap — shaping how Tracking Label evolves, not just selling what already exists
Build the frameworks, playbooks, and enablement assets that let the broader Enterprise Select+ specialist team replicate your wins at scale