Account Manager, Mid-Market

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.

As a Mid-Market Account Manager, you are your customers' trusted advisor and their long-term partner at Samsara, from adoption to value realization and through to renewal. You develop deep knowledge of the Samsara platform and the technical acumen to advise customers on how to customize the platform for their fleet and unique challenges. You pick up where our Implementation team leaves off, building the relationship, driving adoption, and ensuring customers realize measurable value from the product.

That trusted-advisor relationship is what earns you the right to a productive commercial conversation at renewal. Because you understand the value the customer has been getting out of Samsara, you are the right person to lead the ROI and value conversation, negotiate terms, and close a renewal that is a win for both the customer and Samsara. You own the renewal from end to end, minimizing financial attrition and locking in the most favorable terms.

Your role will be cross-functional in nature, working alongside and connecting Sales, Support, Deal Desk, Operations and Product, enabling you to experience multiple aspects of a hyper-growth company from within.

This is a remote role open to candidate residing in the US except the San Francisco Bay Metro Area, NYC Metro Area, and Washington, D.C. Metro Area.

• 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 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 team members seek to learn the ins and outs of the businesses they support in order to make a larger impact.
• You thrive the most when solving problems: Our constantly expanding technology and the complexities faced by our customers provide an exciting range of challenges. 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.

• Deeply understand the Samsara platform's capabilities and explain them to businesses of all types, from field services and utilities to long-haul transportation and school buses.
• Demonstrate a willingness to learn, investigate, diagnose, and resolve technical issues for customers.
• Build trusted relationships with operational and executive stakeholders, and become their long-term partner at Samsara.
• Drive adoption and measurable value by leading strategic customer engagements, product consultations, and value check-ins that remove barriers and help customers get the most out of Samsara.

• 2 to 5+ years in a customer-facing role such as renewals, account management, or sales, ideally in SaaS, technology or logistics supporting or working with technical products.
• A track record of consistent quota over-achievement.
• Solutions-oriented with strong problem-solving skills.
• Proven track record of building trust and communicating effectively and empathetically with a wide variety of internal and external stakeholders: Executives, Sales, Product, Support, and day-to-day users of our software.
• Strong communication, presentation, and organizational skills.

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.

Annual on-target earnings (OTE) range for full-time employees for this position is below and depends on your city of residence. Learn more about our total rewards and benefits below.

Annual OTE Salary $51,021—$77,175 USD

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.