Senior Inside Sales Engineer

at  Samsara

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, Equipment Monitoring, and Site Visibility. 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.

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.

ABOUT THE ROLE:

As a Senior Inside Sales Engineer at Samsara, you’ll be splitting your time across two major focus areas; (1) supporting senior-level sellers in an attempt to grow existing customers, or win new customers, and (2) contributing to the SE Team as a Senior resource in the quest of continually raising the bar. There is an expectation that a Senior SE is highly accountable for each technical sale, meaning that strong storytelling, objection handling, custom workarounds, advanced integrations, and extensive hands-on experience are requirements to win business. Takeaways from these activities should be shared across the SE Team via team meetings, messaging tools, etc.
Additionally, a Senior ISE is accountable for carving out time to source and deliver product information, conduct testing of alpha products/features, manage projects, and build process improvements and automation that will scale the broader Inside SE Team. Note, this role is quota driven, whilst also expected to maintain delivery on senior responsibilities.
This is a remote position open to candidates residing in the United Kingdom. This position requires travel up to 50% of the time. Relocation assistance will not be provided for this role.

IN THIS ROLE, YOU WILL:

• Conduct product demonstrations and facilitate live proof-of-concept trials for prospective customers, and ensure these prospects understand - and are fully utilizing - the Samsara platform.
• Work closely with Product Management, and other relevant teams, to help develop the Samsara platform.
• Demonstrate the value proposition of Samsara’s products and services along with the platform’s core capabilities on-site, remotely via webinar sessions, or at field events such as conferences and trade shows.
• Respond to functional and technical elements of RFIs/RFPs.
• Have the ability to be organized and analytical, and eliminate sales obstacles using creative and adaptive approaches.
• Demonstrate comfort working for a dynamic technical organization with a fast-growing partner and customer base.
• Remain highly available to Sales and cross-functional teams, making a measurable impact on Sales and product development in your region, and contributing to SE Team enablement.
• Be a dynamic contributor on both Sales and SE Team internal communications channels.
• 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.

MINIMUM REQUIREMENTS FOR THE ROLE:

• 5+ years of experience in customer-facing roles and 2+ years of pre-sales experience
• Must be in good standing with all members of the Sales Leadership and Product Management team members at Samsara (no recent performance improvement conversations)
• Maintain top performer status for over a year as an SE2. This includes being highly available to Sales and cross functional teams (perfect attendance), making a measurable impact on Sales and product development in your region, and contributing to SE Team enablement
• Maintain an average of 5+ unique calendared customer engagements per day (or at least 50% of your time weekly) as an SE2.
• Maintain a top tier Key Account win ratio as an SE2, while ensuring your technical sales pipeline is moving forward according to SLA’s for each stage
• History of contributing to and maintaining the SFDC Feature Request system regularly (at least weekly), ensuring all requests from your territory are entered and kept up to date
• Be an active contributor on both Sales and SE Team Slack channels
• Demonstrate a history of attending all aligned weekly Sales Team meetings, sharing updates to new products and features, including early beta management strategies, newly unlocked target customers/use cases, updates to technical talk tracks, and updated demos
• Mastery of the competitive landscape across all Samsara product lines
• Experience successfully installing all of Samsara’s products on a variety of classes of vehicles, ideally at a pace of 5+ [virtual or physical] on-sites per quarter. Should be able to review details/challenges of most installs and how you overcame them.