Role overview

Qualifications

10+ years of total professional experience
7+ years in a quota-carrying sales role
Demonstrated expertise in value-based sales process, MEDDPICC, and storytelling
Experience using AI tools to drive business impact

Responsibilities

Own execution of global sales skilling programs for sales managers and sellers
Drive sales methodology, sales process, and messaging framework
Lead, coach, and develop the team responsible for executing these programs
Partner with Field Activation Execution teams for program alignment with field needs

Key facts

Remote from: United States
Full time
Expert & Leadership (>10 years)
182 - 182K yearly
English

Hard skills

Storytelling Computational Tools Sales Development Data-Driven Decision Making Cross-Functional Collaboration

Other skills

Coaching
Team Leadership
Communication

About the company

Samsara

Computer Software / SaaS

Samsara is the pioneer of the Connected Operations™ Cloud, which is a platform that enables organizations that depend on physical operations to harness Internet of Things (IoT) data to develop actionable insights and improve their operations. With tens of thousands of customers across North America and Europe, Samsara is a proud technology partner to the people who keep our global economy running, including the world’s leading organizations across construction, transportation and warehousing, field services, manufacturing, retail, logistics, and public sector. The company’s mission is to increase the safety, efficiency, and sustainability of the operations that power the global economy.

Company details

Company typeLarge

IndustryComputer Software / SaaS

Company size1001 - 5000

Links

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Job description

Who we are

Samsara (NYSE: IOT) is the pioneer of the Connected Operations™ Cloud, which is a platform that enables organizations that depend on physical operations to harness Internet of Things (IoT) data to develop actionable insights and improve their operations. At Samsara, we are helping improve the safety, efficiency and sustainability of the physical operations that power our global economy. Representing more than 40% of global GDP, these industries are the infrastructure of our planet, including agriculture, construction, field services, transportation, and manufacturing — and we are excited to help digitally transform their operations at scale.

Working at Samsara means you’ll help define the future of physical operations and be on a team that’s shaping an exciting array of product solutions, including Video-Based Safety, Vehicle Telematics, Apps and Driver Workflows, and Equipment Monitoring. As part of a recently public company, you’ll have the autonomy and support to make an impact as we build for the long term.

About the role

Samsara's Field Enablement organization builds the global skilling programs that help our sellers and sales managers win. We're looking for a Director, Enablement - Skills and Leadership Excellence to own execution of our sales skilling programs for managers and sellers, including our sales methodology, sales process, and messaging framework. You'll lead the team that builds and runs these programs, and partner closely with our Field Activation & Execution teams to make sure global programs reflect the real needs of the business.

This is a remote position open to candidates residing in the US. Relocation assistance will not be provided for this role.

In this role, you will:

Own execution of global sales skilling programs for sales managers and individual contributor sellers.
Drive our sales methodology, sales process, and messaging framework, ensuring consistency and rigor across the go-to-market organization.
Lead, coach, and develop the team responsible for executing these programs, giving each team member clear goals and growth plans.
Partner with the Field Activation & Execution teams to ensure global programs are informed by and responsive to field needs.
Bring deep expertise in value-based selling, MEDDPICC, Command of Message, storytelling, and manager coaching models to the design and delivery of these programs.
Actively use AI tools to accelerate program development and drive measurable business impact.
Champion, role model, and embed Samsara's operating principles as we scale our enablement programs globally and across new offices.

Minimum requirements for the role:

10+ years of total professional experience, including 7+ years in a quota-carrying sales role.
Demonstrated expertise in value-based sales process, MEDDPICC, Command of Message, storytelling, and manager coaching models.
Experience building and leading a team, with a track record of developing people into stronger performers and future leaders.
Experience using AI tools to drive business impact in a sales or enablement context.
Strong cross-functional partnership skills, with experience aligning global programs to field-specific needs.
Excellent written and oral communication skills, with the ability to influence senior sales leaders.

An ideal candidate also has:

Experience building sales methodology or process programs at a high-growth, multi-segment SaaS company.
Direct experience managing a team of enablement program managers, facilitators, or instructional designers.
A data-driven approach to measuring program adoption and business impact.

Annual on-target earnings (OTE) range for full-time employees for this position is below and depends on your city of residence. Learn more about our total rewards and benefits below.

Annual OTE Salary

$127,680—$182,400 USD

Total Rewards

At Samsara, we build for the people who keep the global economy moving. We want owners, not passengers, which is why our rewards are designed to fuel high-impact builders. Our compensation program delivers above-market total compensation through a combination of base salary, performance-based bonus/variable pay, and equity (for eligible roles) in a high-growth public company. We meaningfully differentiate pay for our top performers, who have the opportunity to earn above-market compensation that can outpace the broader market over time.

Beyond compensation, we provide the foundations that enable long-term success: a flexible, employee-led remote model, a professional development stipend, comprehensive health and parental leave plans, and more. If you’re ready to build for the long term and own the outcome, your journey starts here.

Flexible Working

At Samsara, we embrace a flexible working model that caters to the diverse needs of our teams. 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, being close to one of our offices or within a specific geographic area is important to facilitate collaboration, access to resources, or alignment with our service regions. In these cases, the job description will clearly indicate any working location requirements. Our goal is to ensure that all members of our team can contribute effectively, whether they are working on-site, in a hybrid model, or fully remotely. All offers of employment are contingent upon an individual’s ability to secure and maintain 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 their 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 help us solve complex problems and want to ensure that Samsara is a place where people from all backgrounds can make an impact.

Accommodations

Samsara is an inclusive work environment, and we are committed to ensuring equal opportunity in employment for qualified persons with disabilities. Please email accessibleinterviewing@samsara.com or click here if you require any reasonable accommodations throughout the recruiting process.

Our Commitment to Authenticity

We use Tofu, a fraud detection tool, to validate the authenticity of applications and protect against identity fraud. This ensures we are connecting with real people and allows us to prioritize genuine candidates. Please see Samsara’s Candidate Privacy Notice for more information.

Fraudulent Employment Offers

Samsara is aware of scams involving fake job interviews and offers. Please know we do not charge fees to applicants at any stage of the hiring process. Official communication about your application will only come from emails ending in @samsara.com, @us-greenhouse-mail.io or @mail3.guide.co. For more information regarding fraudulent employment offers, please visit our blog post here.