Associate Specialist Sales Engineer

Summary

Samsara is the pioneer of the Connected Operations Cloud, helping organizations that depend on physical operations use IoT data to improve safety, efficiency, and sustainability. The Associate Specialist Sales Engineer will provide technical leadership for emerging products, bridge Product Management and field engineering, enable sales teams, create technical content, and monitor product adoption and deployment success.

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

Skills

• **Technical Foundation:** BS in Engineering (Electrical, CS, Mechanical, Industrial) or equivalent practical experience in industrial IoT or SAAS space
• **Pre-Sales Excellence:** 2+ years of experience in a customer-facing technical role (SE, Solutions Architect, customer/product support, or equivalent)
• **Strategic Sales Acumen:** Familiarity with structured sales methodologies (e.g., Command of the Message, MEDDPICC) and the ability to coach others on these concepts
• **Technical Aptitude:** 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. You are comfortable moving between the "physical" world of hardware and the "digital" world of cloud software
• **Project Leadership:** Ability to manage cross-functional initiatives without direct authority, specifically moving products from "Early Access" to "General Availability."
• **C****ommunication:** Exceptional ability to distill complex "bleeding edge" technology into clear, value-driven narratives for C-suite stakeholders
• **Travel & Flexibility:** Ability to travel up to 25% for customer onsites, product testing, and internal "Sprints."
• **Remote Collaboration:** 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

Qualifications

Must Haves

• **Technical Foundation:** BS in Engineering (Electrical, CS, Mechanical, Industrial) or equivalent practical experience in industrial IoT or SAAS space
• **Pre-Sales Excellence:** 2+ years of experience in a customer-facing technical role (SE, Solutions Architect, customer/product support, or equivalent)
• **Strategic Sales Acumen:** Familiarity with structured sales methodologies (e.g., Command of the Message, MEDDPICC) and the ability to coach others on these concepts
• **Technical Aptitude:** 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. You are comfortable moving between the "physical" world of hardware and the "digital" world of cloud software
• **Project Leadership:** Ability to manage cross-functional initiatives without direct authority, specifically moving products from "Early Access" to "General Availability."
• **C****ommunication:** Exceptional ability to distill complex "bleeding edge" technology into clear, value-driven narratives for C-suite stakeholders
• **Travel & Flexibility:** Ability to travel up to 25% for customer onsites, product testing, and internal "Sprints."
• **Remote Collaboration:** Demonstrated ability to thrive in a remote-first environment while maintaining tight alignment with a global SE and Product organization

Nice to Haves

• 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

Benefits

• Performance-based bonus/variable pay
• Equity (for eligible roles)
• A flexible, employee-led remote model
• A professional development stipend
• Comprehensive health plans
• Comprehensive parental leave plans
• Flexible working model supporting in-person, hybrid, or fully remote work where aligned with operational requirements