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:
This role is a key leadership position within Samsara’s Global Partnerships team, specifically responsible for our Fleet Management Company (FMC) ecosystem strategy. This is a high impact role at the intersection of strategy and GTM, and focuses on building & activating partnerships in a space with momentum for us.
This is a leadership opportunity for a builder who can navigate the complexity of FMCs and align joint growth objectives. You will define and activate the optimal route-to-market model - establishing the commercial structure (e.g., co-sell, referral, resale, or hybrid) that drives scalable, incremental revenue for both organisations.
This is a remote position open to candidates residing in the UK or possibly France.
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:
Build our Fleet Management Company (FMC) partner motion in EMEA, starting with the UK and France. This role will own and scale Samsara’s FMC GTM strategy with leading leasing and fleet management companies who are already Samsara customers and want to partner more strategically. Your mission is to convert interest into a repeatable, revenue-generating motion.
This is a builder-operator role. You will not inherit a mature program. You will design, activate, and scale the model alongside Sales, Marketing, and regional leadership.
This is a high-impact individual contributor role with clear revenue influence metrics.
Location: United Kingdom (remote). French language skills are a strong plus.
What You’ll Own
Build and Activate the FMC Partner Motion
- Define and operationalise a scalable FMC GTM model for UK and France
- Develop clear value propositions for both Samsara and FMC partners
- Align commercial incentives and engagement models
- Establish partner engagement cadence and activation plans
Drive Revenue Through Partners
- Generate and influence pipeline through activated FMC relationships
- Work closely with Enterprise and Mid-Market AEs to embed partners into live opportunities
- Track referral flow, pipeline creation, and revenue influenced
- Personally drive early lighthouse opportunities to prove the model
Scale What Works
- Document playbooks, engagement models, and activation processes
- Identify structural blockers and fix them (incentives, enablement, positioning)
- Partner cross-functionally with Sales Leadership, Marketing, RevOps, and Product
Executive-Level Partner Engagement
- Build strong top-down relationships within FMC organisations
- Navigate complex, multi-stakeholder environments
- Position Samsara as a strategic technology partner within their ecosystem
Minimum Requirements
- 8+ years of experience in partnerships, business development, or enterprise sales within B2B technology
- Proven experience scaling or significantly expanding a partner motion (not just managing relationships)
- Demonstrated success influencing revenue through partners in a complex sales environment
- Experience navigating multi-stakeholder enterprise deals
- Strong commercial acumen and ability to structure mutually beneficial partner models
- Experience working cross-functionally within a matrixed sales organisation
- Based in the UK and legally authorised to work
Strongly Preferred
- Experience in mobility, fleet, telematics, IoT, or adjacent industries
- Exposure to leasing or fleet management company ecosystems
- Experience operating across UK and France
- French language proficiency
- Experience in hardware + SaaS technology environments
Profile We’re Looking For
- Builder mindset: comfortable creating structure where none exists
- Commercially sharp: understands incentives, pipeline mechanics, and revenue math
- Comfortable influencing without direct authority
- Operates with high ownership and accountability
- Able to balance strategic thinking with hands-on execution
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.
Top Skills
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.
