Key skills
Industrial IoTSaaSPre-sales engineeringSolutions architectureCustomer/product supportStructured sales methodologiesCommand of the MessageMEDDPICCVehicle diagnosticsOBD-IIJ1939Industrial sensorsAPI workflowsCloud softwareAPI programmingPythonElectronicsElectrical systemsDatabricksSparkDelta LakeMLflowFleet routingCommercial navigationCommercial trucking fleetsLogisticsWorkforce managementCProduct ManagementSales
About this role
Samsara is a pioneer of the Connected Operations™ Cloud, helping organizations improve safety, efficiency, and sustainability through IoT data. The Sales Engineer role involves engaging with customers on logistics, fleet maintenance, and system integration, ensuring the right technical solutions are provided to meet their needs.
Responsibilities:
- Drive GTM Strategy for Emerging Tech: Act as the primary technical authority for new products entering the Mid-Market segment, ensuring the sales motion is repeatable and scalable
- Bridge Product & Field Engineering: Serve as a high-frequency feedback loop between Product Management and the SE Org, translating technical edge cases into product requirements and beta opportunities
- Master the 'Command of the Message': Enable Account Executives (AEs) and SEs to lead with value-based discovery, helping them pivot from 'features' to 'strategic outcomes' for new technologies
- Scale Technical Knowledge: Create and deliver high-impact enablement content, including 'Golden Demo' environments, technical whitepapers, and competitive battlecards for the MM sales tier
- Operationalize Adoption: Track the technical health of new product launches by monitoring proof-of-concept (POC) success rates and identifying common friction points in the deployment process
Requirements:
- BS in Engineering (Electrical, CS, Mechanical, Industrial) or equivalent practical experience in industrial IoT or SAAS space
- 2+ years of experience in a customer-facing technical role (SE, Solutions Architect, customer/product support, or equivalent)
- Familiarity with structured sales methodologies (e.g., Command of the Message, MEDDPICC) and the ability to coach others on these concepts
- You possess a strong technical curiosity and the ability to quickly master new physical technologies, whether that's vehicle diagnostics (OBD-II/J1939), industrial sensors, or API workflows
- Ability to manage cross-functional initiatives without direct authority, specifically moving products from 'Early Access' to 'General Availability.'
- Exceptional ability to distill complex 'bleeding edge' technology into clear, value-driven narratives for C-suite stakeholders
- Ability to travel up to 25% for customer onsites, product testing, and internal 'Sprints.'
- Demonstrated ability to thrive in a remote-first environment while maintaining tight alignment with a global SE and Product organization
- Experience with APIs and/or scripting languages like Python
- Basic understanding of electronics and electrical systems
- Familiarity with Databricks (Spark, Delta Lake, MLflow)
- Strong experience with operational IoT concepts like fleet routing, commercial navigation, commercial trucking fleets, logistics, and workforce management