Director, Sales Strategy

About the role:

The Samsara Field Operations organization - which includes Sales and Customer Outcomes - is focused on expanding our Samsara footprint across physical operations and ensuring our customers get value. As part of the Sales Strategy team, this role will be integral to the strategic customer and partner engagements; planning for and executing toward the 3-year strategy of the Sales organization, and consistently highlighting opportunities to improve how we deliver for our customers and how we become more effective and efficient internally. You are expected to be able to drive work cross-functionally across the entire go-to-market organization in support of C-suite priorities and work on highly complex problems. Our team is always focused on our customers’ success, but also has a deep growth mindset as we work cross-functionally across the company and with our customers. 

This is an in-office position open to candidates based in the United States.

In this role, you will: 

• Strategic Projects for Top Accounts: Develop and incubate growth engines for strategic accounts, including marquee account programs and executive sponsor programs, to maximize customer engagement and loyalty.
• End-to-End Sales Cycle Optimization: Identify and drive strategic growth opportunities across the entire sales cycle, from pipeline generation to customer retention, collaborating closely with Sales, Marketing, Customer Outcomes, Value, and other key stakeholders.
• Customer Insight Integration: Act as the voice of the largest customer within the organization, leveraging key industry trends, customer feedback, and partner insights to inform strategies for top accounts (working closely with the CX team).
• Execution and Iteration: Collaborate with senior leadership to define and execute strategic plans for top accounts, including monitoring performance and iterating. 
• Field Operations Strategy: In addition to focusing on unlocking top accounts, this role will also work directly with the President of Worldwide Field Operations on building a great organization and unlocking a culture of excellence; internal and external executive thought leadership, and other critical executive moments.
• 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.
• Hire, develop and lead an inclusive, engaged, and high performing team.

Minimum requirements for the role:

• 10+ years of work experience across consulting, tech strategy, or sales, preferably in the cloud/ enterprise SaaS/software industry.
• Passion for customers. 
• Experience designing strategic GTMs, Marquee programs, top account programs. 
• Effective and mature communicator, able to convey complex ideas in a clear, concise manner both verbally and in writing, comfortable in business and technical discussions.
• Experience in building trusting relationships and influencing others (incl. executive audiences).
• Strong people development and leadership skills; able to manage multiple extended or virtual teams.
• Self-starter who thrives and can multitask in fast-paced and often ambiguous environments.
• Sharp business judgment, ability to see big picture and to prioritize.
• High energy, strong work ethic, disciplined execution skills, willingness to do whatever it takes to deliver results.
• Establish a deep understanding of Samsara’s product offerings and use cases.
• Become an indispensable thought partner for the President of Field Operations and VP of Sales Strategy.

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