Select Major Account Executive, UK&I

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: The Select Major Accounts team is Samsara’s primary engine for enterprise growth, responsible for landing high-value, net-new logos across the UK & Ireland’s largest physical operations. In this role, you will lead multi-million-dollar, full-cycle sales processes from a cold start—executing a disciplined qualification playbook, building true C-suite champions, and closing strategic $1M+ ARR deals. This position is built for an elite, strategic Account Executive who thrives in complex, multi-stakeholder environments—equally comfortable navigating IT and lines of business to digitize industries traditionally reliant on legacy systems. Why Now? Samsara combines the agility of a high-growth startup, the market authority of a public company, and the momentum of a hyper-scale tech leader. Named a Best Place to Work for 3 consecutive years, we offer enterprise sellers a combination of unique differentiators: • Proven Leadership & Hyper-Growth: Founded by serial entrepreneurs with a history of building multi-billion-dollar companies, Samsara has scaled past $2.1B+ ARR with 30%+ YoY global growth. • Market-Dominating Platform: Backed by $2.8B+ in R&D investment, our Connected Operations Cloud makes us the Category Leader delivering class-leading AI, IoT, and telematics capabilities with a genuine AI moat. • Massive Untapped Market: Physical operations represent a $160B+ Global TAM, with EMEA remaining 99% greenfield opportunity. This brings strong upside earning potential on a winning trajectory, rapid professional growth alongside elite sales talent, and a massive, unpenetrated territory waiting to be captured. Whilst we do support remote working, flexibility is required to travel to visit customers onsite across the region as required. You should apply if: • You want to impact the industries that run our world: Your efforts will result in real-world impact—helping to keep the lights on, get food into grocery stores, and most importantly, ensure workers return home safely. • Your mantra is #alwaysbeprospecting: The world of operations is vast. Your customers are often out in the field and the best way to catch them is live on the phone. Samsara’s top reps do constant research to find companies and contacts to expand their pipeline. • You have innate curiosity in how businesses work: One day you’ll meet with someone in waste management and the next you may be learning about the inner workings of a food distribution center. Our top sales team members seek to learn the ins and outs of the businesses they support in order to make a larger impact. • You are a life-long learner: Samsara sales are complex. You will need to learn about businesses where you previously had little knowledge. The payoff is big but you have to be willing to put in the work. • You build genuine relationships with your customers: The industries we serve have relied on pen-and-paper solutions for years and haven’t been met with the type of technology we offer. Our customers value earned trust and human relationships built over time. • You want to be with the best: Samsara’s high-performance Sales culture means you’ll be surrounded by the best and challenged to go farther than you have before. In this role, you will: • Develop Executive-Level relationships within strategic, named accounts • Own customer engagements end-to-end, from prospecting and qualification to close • Demonstrate excellent solution-based sales process in complex sales campaigns • Mobilize a large matrix virtual team of business stakeholders to include Operations, Finance, IT, dedicated Solution Engineer and Account Development Representative • Champion, role model, and embed Samsara’s cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team) as we scale globally and across new offices Minimum requirements for the role: • Min. 7+ years full-cycle Enterprise-level Account Executive closing expertise, winning complex SAAS deals • Proven track record of consistent quota over-achievement in complex accounts and $1M+ ARR deal execution • New Logo & Self-generated pipeline: Demonstrated ability to build and win deals through a repeatable outbound prospecting motion • Structured Qualification: Mastery of Playbook methodology-led selling (e.g. MEDDPICC / Command of the Message / Force Management) to quantify genuine business pain • Champion & Economic Buyer navigation: Proven ability to test and build true champions, access executive buying centres, and engineer compelling events • A Team player used to winning as a team, collaborative and within a coachable growth mindset An ideal candidate also has: • Awards for elite achievement (particularly President’s Club, Winner’s circle, Top 10%) • Passionate about transformational technology in the world operations • Excited about solving new problems in innovative ways Total Rewa