Specialist Sales Engineer

Samsara is a connected operations cloud company that helps organizations using physical operations improve safety, efficiency, and sustainability through IoT data. The Specialist Sales Engineer will own technical pre-sales for strategic customers, leading discovery, solution architecture, technical evaluations, and proofs of value involving cloud software, connected hardware, APIs, data, and AI-enabled capabilities.

Responsibilities:

• Partner with sales executives and customer stakeholders to uncover operational challenges, define desired business outcomes, and shape technical strategy for strategic opportunities involving emerging Samsara solutions
• Lead technical discovery and solution architecture by translating customer needs into required capabilities, measurable success criteria, and compelling Samsara solutions
• Lead technical evaluations and proofs of concept by defining required capabilities, measurable success criteria, and data-driven proof of value tied to the customer’s desired business outcomes
• Build trusted-advisor relationships with technical and business stakeholders, clearly communicating how Samsara can improve safety, efficiency, sustainability, and operational performance
• Mentor and coach SEs while sharing technical expertise, customer insights, reusable solution patterns, and enablement resources across the broader team
• Champion, and role model of the Samsara’s cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team)

Requirements:

• This is a remote position open to candidates residing in the United States
• This position requires travel up to 30% of the time
• Relocation assistance is not provided for this role
• 5+ years of experience in Sales Engineering, Solutions Consulting, Technical Sales, or a related customer-facing technical role supporting enterprise customers through complex evaluations
• Experience leading technical discovery and translating customer challenges and desired business outcomes into solution requirements, success criteria, and recommendations
• Experience designing and presenting complex solutions involving cloud software, connected hardware, APIs, integrations, data, and AI-enabled capabilities
• Ability to configure, deploy, and troubleshoot technology across hardware, networking, cloud applications, and API or data-integration layers
• Demonstrated ability to build trust with technical and executive stakeholders and communicate complex technical concepts clearly
• Experience leading cross-functional projects through evaluation, proof of concept, deployment, and adoption
• Ability to articulate business value and develop clear business cases or ROI analyses to support customer recommendations
• Comfort using AI tools beyond personal productivity to analyze data, build business cases, quantify customer impact, and develop data-driven proof of value
• Experience using AI, APIs, and webhooks to develop customer solutions, integrations, or reporting
• Experience coaching peers and sharing technical knowledge across teams through enablement, documentation, or mentorship
• Industry experience in operational environments such as transportation, construction, logistics, video-based safety, fleet maintenance, or related physical-operations industries