Specialist Seller - Tracking Label - Select Enterprise

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
Samsara is seeking a high-impact, strategic seller to lead go-to-market execution for the Samsara Tracking Label — our newest supply chain visibility product — across the largest and most strategic accounts in our US Enterprise Private business. As a Specialist Seller, Enterprise Select+, you will partner with our highest-tier Enterprise Select+ Account Executives to bring near-real-time shipment visibility and cargo security to the world's largest shippers, 3PL providers, and logistics operators.
You aren't selling a label. You're selling the elimination of a supply chain blind spot that costs U.S. businesses an estimated $35B a year in cargo theft and loss, at the scale of the most complex shipment networks in the world. This role sits at the top of Samsara's Enterprise motion: you will own product strategy and deal execution for Tracking Label within our highest-ACV, most strategic named accounts — architecting rollouts that start with a single pilot lane and scale to a customer's entire shipment network.
About the Team
This specialist team reports into a Sales Director and consists of specialist sellers aligned by segment and product. Enterprise Select+ AEs are charged with accelerating the growth of new products and are incentivized on quarterly product sales targets mapped to their regional directors. Product Specialist sellers drive growth through strategic, high-value deal execution — architecting and closing the flagship deals that prove out a new product in market, then equipping the broader Enterprise Select+ team to replicate that success at scale.
This is a remote position open to candidates residing in the United States, supporting Samsara's US Enterprise Private business.
You should apply if:
You want to solve a real, expensive problem: Cargo theft and shipment blind spots cost U.S. businesses an estimated $35B a year. You want your pipeline to translate directly into safer, more visible supply chains for the world's largest shippers.
You've sold at the top of Enterprise before: You're comfortable being the specialist in the room with a VP of Supply Chain, a Chief Supply Chain Officer, or a Head of Loss Prevention at a Fortune 500 / Global 2000 account, and you know how to build a business case that survives Procurement, Legal, and InfoSec.
You're energized by “Version 1.0”: The Tracking Label is a newly launched product category for Samsara. You want to be the person who writes the enterprise playbook, not just run one that already exists.
You think in systems, not SKUs: You can connect a single tracking label to a customer's entire shipment network, TMS/ERP stack, and loss-prevention strategy — and you know how to sequence a pilot into a global rollout.
You build genuine, high-stakes relationships: Our customers run the physical economy — logistics, manufacturing, retail distribution. They've earned trust the hard way, and they expect partners who understand their operational reality, not just their tech stack.
You want to be with the best: Samsara's high-performance culture means you'll be surrounded by top performers and pushed to go further than you have before.
You are a team player: In an overlay role, your success is tied to the success of the broader Enterprise Select+ account team. You lead through influence, not just authority.
In this role, you will:
Architect and close enterprise-scale Tracking Label deployments — from single-lane pilots to global, multi-site shipment network rollouts — across Samsara's largest US Enterprise Private accounts
Partner with Enterprise Select+ Account Executives and Account Development Representatives to identify, prioritize, and penetrate whale accounts with high-value or high-theft-risk cargo
Build and defend the business case — ROI, loss-prevention impact, supply chain visibility gains — that puts Tracking Label and the Agentic Shipment Center in front of CSCO, COO, Security/Loss Prevention, and other C-suite stakeholders
Navigate complex, multi-stakeholder enterprise procurement (Legal, Security/InfoSec, Procurement) to close 6- and 7-figure, multi-year contracts
Drive high-touch pilot strategy and success metrics that convert early adoption into a company-wide standard
Partner with Product and GTM leadership to feed field insight back into the roadmap — shaping how Tracking Label evolves, not just selling what already exists
Build the frameworks, playbooks, and enablement assets that let the broader Enterprise Select+ specialist team replicate your wins at scale
Minimum requirements for the role:
7+ years of complex, full-cycle Enterprise sales experience, the majority spent selling into large, strategic (Enterprise Select+ / Fortune 500-caliber) accounts
Proven track record of consistent quota over-achievement, including multiple $750K+ ARR transactions
Demonstrated success navigating 6- and 7-figure, multi-year deals involving multiple stakeholders (Legal, Procurement, InfoSec, and C-Suite)