Director, Field Sales Engineering

Samsara is the pioneer of the Connected Operations™ Cloud, enabling organizations to harness IoT data for improved operations. The Director of Sales Engineering will build and lead a specialist team focused on new product adoption, collaborating with various departments to ensure technical value delivery to customers.

Responsibilities:

• Build and lead Samsara’s New Product Sales Engineering organization, defining the operating model and success metrics for new product incubation and scale
• Hire, develop, and lead an inclusive, high-performing team of specialist SEs, providing clear coaching, technical mentorship, and career development
• Partner closely with Sales, Product, Engineering, and Product Marketing to define go-to-market strategies, technical positioning, and field enablement for new product launches
• Lead from the front in high-impact customer engagements, serving as an executive sponsor and technical thought leader for strategic new product opportunities
• Develop repeatable technical sales plays and proof-of-value frameworks that accelerate adoption and enable successful transition to mainline sales teams
• Own your organization’s performance against adoption, pipeline influence, and revenue goals for new products
• Create structured feedback loops between the field and Product and Engineering teams, influencing roadmap prioritization through customer insights and technical validation
• Ensure alignment and seamless collaboration between specialist SEs, mainline SEs, and broader GTM teams to deliver a cohesive customer experience
• Continuously elevate the organization by leveraging Samsara’s leadership frameworks and fostering a culture of learning, experimentation, and accountability
• 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

Requirements:

• 4-year degree from an accredited university
• 7+ years of experience managing a technical team, ideally in a sales engineering capacity
• Proven success in hiring, developing, and retaining leadership talent
• Experience creating scalable and consistent feedback loops enabling your Management Team to participate in process improvements and scaling activities
• Experience with SE capacity planning based on Sales need across different segments globally
• Experience building process and integrating software tools to measure organizational performance impact throughout the build/sales lifecycle
• Experience driving product development based on input from Sales Leadership, prospects, and customers
• Experience collaborating with internal cross functional teams (Product Management, Engineering, Customer Success, Support, etc.) to deliver results as part of the sales cycle
• Success in managing relationships with external technology partners through complex sales cycles
• BS or MS in an Engineering discipline from an accredited university
• 7+ years of experience managing a Sales Engineering Team selling cloud managed hardware product lines
• Experience partnering with GTM teams in frontier markets to increase sales and drive product development
• Experience clearly defining roles and responsibilities through corporate change, including cross-functional team interactions as well as internal team growth
• Experience managing an organizational budget
• Understanding of vehicle diagnostic systems, including Controller Area Networks (CAN bus) and Power Take Off (PTO) applications
• Hobbyist interest in working with things driven by electronic systems (car audio installation/classic car restoration, home automation, building things with raspberry pi, arduino, etc.)