Account Executive - EMEA Specialist

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 is seeking a high-impact, strategic seller to lead the go-to-market execution for our newest frontiers in Connected Equipment. As an Enterprise Specialist (Overlay), you will partner with our Account Executives (AEs) to build deep partnerships with our largest, most complex accounts. You aren't just selling a tool; you are pioneering GTM, ensuring our customers realize continuous value from new products as a part of the overall platform. This specialist reports into the VP of Sales, EMEA and will be aligned by segment and product. AEs on the team are charged with accelerating the growth of one or more new product(s) and will be incentivized on quarterly product sales targets mapped to mainline sellers in the segment. Product Specialist sellers drive growth through strategic, high-value deal executing and enabling the segment overall to be successful. This is a remote position open to candidates residing in the United Kingdom. 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. • You have an innate curiosity about how businesses work: One day you’re meeting with a VP of Operations in waste management; the next, you’re diving into the logistics of a global food distributor. You seek to understand the "unit of value" for every customer. • You build genuine, high-stakes relationships: Our customers operate in "boots-on-the-ground" industries. They value earned trust and partners who understand their operational realities. • You want to be with the best: Samsara’s high-performance culture means you’ll be surrounded by the best and challenged to go farther than you have before. • You are a team Player: In an overlay role, your success is tied to the success of the broader account team. You lead through influence, not just authority. In this role, you will: • Architect deals that align Samsara’s new products value with customer use cases to provide maximum value and return on investment • Co-generate new product pipeline with ADRs/AEs across high propensity to buy accounts • Drive strategy and pilot/trial success • Provide commercial insights and pricing benchmarks often for unique set of competitors in the market • Partner with GTM and Product to feed back insights and help shape roadmap • Build frameworks, assets and insights that scale across the sales org • Travel 20%+ to meet customers where they physically operate and to advance solutions and deals • 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: • 5+ years in complex, full-cycle Enterprise sales. • Proven Track Record: Consistent quota over-achievement in complex accounts with £500k+/€500k+ ARR transactions. • Deal Complexity: Demonstrated success navigating 6- and 7-figure deals involving multiple stakeholders (Legal, Procurement, InfoSec, and C-Suite). • Entrepreneurial Agility: Experience selling new products where the playbook is still being written. An ideal candidate also has: • Experience working in a specialist/overlay co-selling with a mainline AE team. • Second language experience in French or German at business-level proficiency. 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 contr