Sales Engineer 4 - Associate Specialist

About the role:

As a Sales Engineer (SE) at Samsara, you’d be part of a diverse group of technically-minded folks working together to bring our unique connected operations technology to customers. Our daily customer engagements include conversations around logistics/supply chain management, fleet maintenance strategies, global asset management, machine control systems/diagnostics, system integration, and regulatory compliance. This means a successful SE at Samsara will develop a thorough understanding of IoT hardware and sensors, hands-on installation/deployment scenarios, carrier networks, cloud infrastructure, and third-party system integrations (via our open API) to ensure the proper technical solution is presented to our customers.

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’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 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 culture means you’ll be surrounded by the best and challenged to go farther than you have before.
• You are a team player: At Samsara, sales is a team sport. We help each other out by sharing best practices and focusing on winning as a team.

In this role, you will:

• Drive GTM Strategy for Emerging Tech: Act as the primary technical authority for new products entering the Mid-Market segment, ensuring the sales motion is repeatable and scalable.
• Bridge Product & Field Engineering: Serve as a high-frequency feedback loop between Product Management and the SE Org, translating technical edge cases into product requirements and beta opportunities.
• Master the "Command of the Message": Enable Account Executives (AEs) and SEs to lead with value-based discovery, helping them pivot from "features" to "strategic outcomes" for new technologies.
• Scale Technical Knowledge: Create and deliver high-impact enablement content, including "Golden Demo" environments, technical whitepapers, and competitive battlecards for the MM sales tier.
• Operationalize Adoption: Track the technical health of new product launches by monitoring proof-of-concept (POC) success rates and identifying common friction points in the deployment process.

Minimum requirements for this role:

• Technical Foundation: BS in Engineering (Electrical, CS, Mechanical, Industrial) or equivalent practical experience in industrial IoT or SAAS space.
• Pre-Sales Excellence: 2+ years of experience in a customer-facing technical role (SE, Solutions Architect, customer/product support, or equivalent).
• Strategic Sales Acumen: Familiarity with structured sales methodologies (e.g., Command of the Message, MEDDPICC) and the ability to coach others on these concepts.
• Technical Aptitude: You possess a strong technical curiosity and the ability to quickly master new physical technologies, whether that’s vehicle diagnostics (OBD-II/J1939), industrial sensors, or API workflows. You are comfortable moving between the "physical" world of hardware and the "digital" world of cloud software.
• Project Leadership: Ability to manage cross-functional initiatives without direct authority, specifically moving products from "Early Access" to "General Availability."
• Communication: Exceptional ability to distill complex "bleeding edge" technology into clear, value-driven narratives for C-suite stakeholders.
• Travel & Flexibility: Ability to travel up to 25% for customer onsites, product testing, and internal "Sprints."
• Remote Collaboration: Demonstrated ability to thrive in a remote-first environment while maintaining tight alignment with a global SE and Product organization.

An ideal candidate also has:

• Experience with APIs and/or scripting languages like Python.
• Basic understanding of electronics and electrical systems.
• Familiarity with Databricks (Spark, Delta Lake, MLflow).
• Strong experience with operational IoT concepts like fleet routing, commercial navigation, commercial trucking fleets, logistics, and workforce management