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 Trial Success team ensures enterprise trials are executed with excellence. By enabling seamless trial execution, we help prospects realize the full value of our solution and prepare them for successful implementation.
As a Sr. Trial Success Manager (TSM), you will support trial execution, working alongside the Sales team to ensure that prospective customers experience the full value of our solutions during the trial. You will partner closely with internal sales, sales engineering, and other cross functional teams to create and drive progress on customized trial plans tailored to client needs. This is a high-profile role, critical to driving trial conversion, overall sales success, and long-term customer adoption, particularly in the Enterprise Sales segment.
This is a remote position open to candidates residing in the US except the San Francisco Bay Metro Area, NYC Metro Area, and Washington, D.C. Metro Area.
Travel Requirements:
This role will require travel to Samsara and customer sites in the US and Canada up to 25% of the time. Expected travel includes 3-5 onsite trips per quarter of 1-2 nights each.
You should apply if:
- You want to impact the industries that run our world: Every phone call you answer and every email you send can affect whether truck drivers deliver goods on time and without accidents, whether students get dropped off safely from school, or whether power gets restored quickly after a natural disaster.
- You thrive the most when solving problems: Our constantly expanding technology and the complexities faced by our customers provide an exciting range of challenges for our Customer Success teams. With a growth mindset and a desire to learn, you will strategically partner with our customers to find unique solutions to help keep their operations safe, efficient, and sustainable.
- You are a natural relationship builder: Whether the relationship is with our customers or with cross-functional teams in Samsara, you are in constant communication and collaboration with key stakeholders to win as a team.
- You are the architect of your own career: If you put in the work, this role won’t be your last at Samsara. This Customer Success team is still shaping its future and you will have plenty of autonomy and opportunities to master your craft in a hyper growth environment.
- You want to be with the best: At Samsara, we win together, celebrate together and support each other. You will be surrounded by the best and brightest professionals out there.
In this role, you will:
- Manage the trial of Samsara technology for enterprise prospects, developing tailored trial plans customized to the prospect’s specific needs.
- Lead value-based conversations to establish success criteria, define project scope and manage internal and external teams accountable for the end-to-end delivery of the trial.
- Act as a subject matter expert on topics such as change management, communication strategy, risk mitigation, and coaching techniques.
- Build collateral to support trial process standardization including job aids, communication templates, mutual action plans in Accord, etc.
- Lead internal account team strategy sessions to unblock deals and drive alignment on next steps to progress the trial, coordinate leadership support asks, and more.
- Coordinate with key cross functional teams to bring in the right resources at the right time based on strategic priorities of the trial.
- Communicate updates on major milestones, keeping internal and external stakeholders informed of progress and trial outcomes.
- Create tailored meeting content for key trial milestones and ad hoc engagements as needed.
- 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.
Minimum requirements for the role:
- 8+ years of experience in a client-facing role working with larger, Enterprise clients - strategic consulting, account management, project management, sales; SaaS or technology experience preferred.
- Bachelor’s degree required
- Strong project management experience (PMP certification is a plus).
- Expertise in change management, communication strategies, risk management, and coaching techniques.
- Strong organizational skills with the ability to multitask, prioritize effectively, and manage urgent requests. Experience managing stakeholders across cross functional teams, building processes and driving impact/results.
- Exceptional verbal and written communication skills to convey complex ideas concisely.
- Technical aptitude and experience with CRM and project management tools.
- Adaptability and flexibility to navigate dynamic and fast-paced environments.
- Problem-solving mindset with a focus on delivering results.
- Strong quantitative, communication, and presentation skills.
- Self-starter who enjoys owning projects and thrives in an unstructured, change-heavy environment.
An ideal candidate also has:
- Nice-to-have: Sales experience closing business with large Enterprise organizations
- Strong bias for action, the ability to think big, with insistence on high standards.
- Experience serving and supporting large-scale business solutions at Fortune 500 companies.
- Proven experience managing and leading proof-of-concept, proof-of-value, or trial processes in software or hardware.
The compensation range shown spans approved pay zones for this role. Your primary work location determines the range applicable to you, which may be narrower than the full range displayed.
The range of annual on-target earnings (OTE) range for full-time employees for this position is below. Please note that OTE pay may vary depending on factors including your city of residence, job-related knowledge, skills, and experience. Learn more about our total rewards and benefits below.
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 [email protected] 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.
Samsara London, England Office
Operating in the sixth largest economy in the world, London is Samsara’s European headquarters. This talented bunch serves customers across industries and helps Samsara enter new markets.
