Specialist Seller - Enterprise Select AI Products

About the Role:

Samsara is seeking a high-impact, strategic seller to lead the go-to-market execution for our newest frontier: AI Products.  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 AI-driven automation.

About the Team:

This specialist team reports into a Sales Director (SD) and consists of specialist sellers aligned by segment and product.  AEs on the team are charged with accelerating the growth of a new product and will be incentivized on quarterly product sales targets mapped to 1 or more regional directors for 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 States.

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 are an AI pragmatist: You understand that AI Products are about outcomes, not just "cool tech." You can translate LLM and agentic capabilities into tangible safety and efficiency gains for the physical world. 
• 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 AI Products value with customer use cases to provide maximum value and return on investment
• Co-develop new product pipeline with ADRs/AEs across high potential “AI-ready” accounts
• Drive high-touch pilot strategy and success metrics for early adoption
• Partner with GTM and Product to feed back insights and help shape roadmap
• Build frameworks, assets and insights that scale across the sales org

.Minimum requirements for the role:

• 5+ years in complex, full-cycle Enterprise sales.
• 2+ years of direct experience selling in AI-based commercial models (e.g., Snowflake, AWS, Twilio, or AI-native platforms).
• Proven Track Record: Consistent quota over-achievement in complex accounts with $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 "Version 1.0" 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.
• 4+ years direct experience selling AI-based commercial models with a deep understanding of forecasting and expansion mechanics.
• Strong grasp of AI/ML concepts and how AI Products differ from standard automation.