Account Manager, Mid-Market

About the job

This is a fully remote job, open to people in United States.

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, and Equipment Monitoring. 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.

About the role:

As a Mid-Market Account Manager, you are your customers' trusted advisor and their long-term partner at Samsara, from adoption to value realization and through to renewal. You develop deep knowledge of the Samsara platform and the technical acumen to advise customers on how to customize the platform for their fleet and unique challenges. You pick up where our Implementation team leaves off, building the relationship, driving adoption, and ensuring customers realize measurable value from the product.

That trusted-advisor relationship is what earns you the right to a productive commercial conversation at renewal. Because you understand the value the customer has been getting out of Samsara, you are the right person to lead the ROI and value conversation, negotiate terms, and close a renewal that is a win for both the customer and Samsara. You own the renewal from end to end, minimizing financial attrition and locking in the most favorable terms.

Your role will be cross-functional in nature, working alongside and connecting Sales, Support, Deal Desk, Operations and Product, enabling you to experience multiple aspects of a hyper-growth company from within.

This is a remote role open to candidate residing in the US except the San Francisco Bay Metro Area, NYC Metro Area, and Washington, D.C. Metro Area.

You should apply if:

• You want to impact the industries that run our world: Your efforts will result in real-world impact, helping to keep the lights on, get food into stores, and most importantly, ensure workers return home safely.
• You have an innate curiosity about how businesses work: One day you'll meet with someone in waste management and the next you may be learning about the inner workings of a food distribution center. Our top team members seek to learn the ins and outs of the businesses they support in order to make a larger impact.
• You thrive the most when solving problems: Our constantly expanding technology and the complexities faced by our customers provide an exciting range of challenges. With a growth mindset and a desire to learn, you will strategically partner with our customers to find unique solutions to help keep their operations safe, efficient, and sustainable.
• You are a natural relationship builder: Whether the relationship is with our customers or with cross-functional teams in Samsara, you are in constant communication and collaboration with key stakeholders to win as a team.
• You are the architect of your own career: If you put in the work, this role won't be your last at Samsara. This team is still shaping its future and you will have plenty of autonomy and opportunities to master your craft in a hyper-growth environment.
• You want to be with the best: At Samsara, we win together, celebrate together, and support each other. You will be surrounded by the best and brightest professionals out there.

In this role, you will:

• Deeply understand the Samsara platform's capabilities and explain them to businesses of all types, from field services and utilities to long-haul transportation and school buses.
• Demonstrate a willingness to learn, investigate, diagnose, and resolve technical issues for customers.
• Build trusted relationships with operational and executive stakeholders, and become their long-term partner at Samsara.
• Drive adoption and measurable value by leading strategic customer engagements, product consultations, and value check-ins that remove barriers and help customers get the most out of Samsara.
• Own your book of Mid-Market customers from adoption through Renewal: Proactively identify, forecast, escalate and mitigate renewal risk.
• Identify expansion opportunities through deep customer relationships and product conversations, uncovering where additional Samsara solutions can drive more value.
• Lead the ROI and value conversation into the renewal, negotiate favorable terms, and close renewals that are a win for both the customer and Samsara while minimizing financial attrition.
• Work cross-functionally with Sales, Support, Deal Desk, Operations and Product to strategically solve problems and optimize customer experience and business outcomes.
• Contribute to an exceptional team environment that motivates the team to perform at its best.
• 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:

• 2 to 5+ years in a customer-facing role such as renewals, account management, or sales, ideally in SaaS, technology or logistics supporting or working with technical products.
• A track record of consistent quota over-achievement.
• Solutions-oriented with strong problem-solving skills.
• Proven track record of building trust and communicating effectively and empathetically with a wide variety of internal and external stakeholders: Executives, Sales, Product, Support, and day-to-day users of our software.
• Strong communication, presentation, and organizational skills.
• Familiarity with Salesforce, Gainsight, Gong or similar GTM tools.
• Comfort with a rapidly changing, high-growth environment.
• Bachelor's degree from a 4-year institution, or equivalent practical experience.

An ideal candidate also has:

• Strong bias towards action, has the ability to think big, with insistence on high standards.
• AI First: Experience using AI tooling to drive efficiency and outcomes.
• Technical Proficiency: Experience with building deep knowledge of a suite of technical products (bonus points if familiar with integrating hardware with software solutions).
• Industry Knowledge: Experience with routing, navigation, commercial trucking fleets, and logistics.

The compensation range shown spans approved pay zones for this role. Your primary work location determines the range applicable to you, which may be narrower than the full range displayed.

Annual on-target earnings (OTE) range for full-time employees for this position is below and depends on your city of residence. Learn more about our total rewards and benefits below.

Annual OTE Salary

$51,021—$77,175 USD

Total Rewards

At Samsara, we build for the people who keep the global economy moving. We want owners, not passengers, which is why our rewards are designed to fuel high-impact builders. Our compensation program delivers above-market total compensation through a combination of base salary, performance-based bonus/variable pay, and equity (for eligible roles) in a high-growth public company. We meaningfully differentiate pay for our top performers, who have the opportunity to earn above-market compensation that can outpace the broader market over time.

Beyond compensation, we provide the foundations that enable long-term success: a flexible, employee-led remote model, a professional development stipend, comprehensive health and parental leave plans, and more. If you’re ready to build for the long term and own the outcome, your journey starts here.