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 looking for a **Sales Tools & Strategy Manager **to play a critical role in scaling the sales technology ecosystem, vendor strategy, and seller adoption and best practices across the organization. This role will partner closely with senior leaders across Sales, Revenue Operations, Systems, Product, Procurement, Finance, Legal, and Enablement to design, implement, and optimize the tools that power our global go-to-market motion.
This role will have an outsized impact on the future of our sales organization by ensuring our sales tooling investments translate into real seller efficiency, deal velocity, and renewal outcomes as we continue to Build for the Long Term and scale past $1BN in revenue.
The ideal candidate has end-to-end experience with complex sales tools and has helped lead transformative initiatives that bring together people, process, and technology into cohesive, seller-centric solutions across the pre-sales and renewal journey.
You should apply if:
You want to impact the industries that run our world** **Your work will directly improve how sellers operate in the field—helping our customers keep the lights on, get food into grocery stores, reduce emissions, and ensure workers return home safely.
You are the architect of your own career** **This is a high-ownership IC role with significant visibility and scope. If you put in the work, this role won’t be your last at Samsara. We encourage rapid career development, experimentation, and mastery in a hyper-growth environment.
You’re energized by our opportunity** **Digitizing large sectors of the global economy requires intentional tooling, disciplined execution, and bold thinking. This role demands focus, curiosity, and the ability to drive impact at scale.
You want to be with the best** **At Samsara, we win together, celebrate together, and support each other. You’ll be surrounded by a high-caliber team that will challenge you to do your best work.
Click here to learn about what we value at Samsara.
In this role, you will:
- Own the strategy and roadmap for critical sales tools , aligned to GTM priorities, seller workflows, and long-term business goals
- Partner with Procurement and Finance on tooling renewals, benchmarks, and vendor negotiations; shift the organization from reactive deal support to proactive tooling and renewal planning
- Act as the single-threaded owner for assigned sales tools from evaluation and implementation through rollout, adoption, and optimization
- Lead complex, cross-functional initiatives across Revenue Systems, Product, Finance, CS, Legal, and Enablement, driving alignment and execution without people-management authority
- Manage strategic vendor relationships and influence product roadmaps to ensure tooling investments align to seller needs and business priorities (e.g., Gong, Gong Engage, Accord)
- Define and track success metrics to measure tool adoption, seller impact, and ROI; continuously optimize based on data and field feedback
- Translate tooling and process changes into clear guidance, training, and launch readiness, partnering with Enablement to drive consistent execution in the field
- Partner with the Salesforce Systems team to enhance integrations and workflows by providing business requirements, participating in UAT, and leading clear sales communications
- Intake, assess, and prioritize tooling requests and improvement opportunities based on business impact, effort, and long-term scalability
- 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
Minimum requirements for the role:
- 6–8+ years of experience in Sales Operations, RevOps, Sales Tools, or GTM Strategy roles
- Demonstrated success owning sales tools or platforms as a senior individual contributor
Hands on experience with Gong and Gong Engage
- Ability to drive organizational change by leading complex, cross-functional initiatives without direct authority
- Strong understanding of the sales technology ecosystem, including CRM and adjacent sales tools
- Experience partnering with Procurement, Finance, and Legal on vendor renewals and tooling strategy
- Excellent organizational skills and business judgment with the ability to own projects end-to-end
- Strong communication and critical-thinking skills, with the ability to translate complex technical or process topics to senior business stakeholders
- Proven experience rolling out new tools or workflows to large, global sales organizations
- Bachelor’s degree or higher; business, finance, economics, engineering, or related fields preferred; MBA optional
An ideal candidate also has:
- Experience with Salesforce CPQ and lead-to-cash processes
- Experience managing or influencing enterprise SaaS vendors and product roadmaps
- High fluency communicating with both technical teams and business leaders
- Salesforce administration experience is a plus but not required
- Familiarity with Product Management, change management, or operational best practices
- Experience with Accord
The range of annual base salary for full-time employees for this position is below. Please note that base pay offered may vary depending on factors including your city of residence, job-related knowledge, skills, and experience. Learn more about our total rewards and benefits below.
Annual Base Salary
$105,047.25—$158,895 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.
**Flexible Working **
At Samsara, we embrace a flexible working model that caters to the diverse needs of our teams. Our offices are open for those who prefer to work in-person and we also support remote work where it aligns with our operational requirements. For certain positions, being close to one of our offices or within a specific geographic area is important to facilitate collaboration, access to resources, or alignment with our service regions. In these cases, the job description will clearly indicate any working location requirements. Our goal is to ensure that all members of our team can contribute effectively, whether they are working on-site, in a hybrid model, or fully remotely. All offers of employment are contingent upon an individual’s ability to secure and maintain the legal right to work at the company and in the specified work location, if applicable.
Belonging at Samsara
At Samsara, we welcome everyone regardless of their background. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender, gender identity, sexual orientation, protected veteran status, disability, age, and other characteristics protected by law. We depend on the unique approaches of our team members to help us solve complex problems and want to ensure that Samsara is a place where people from all backgrounds can make an impact.
**Accommodations **
Samsara is an inclusive work environment, and we are committed to ensuring equal opportunity in employment for qualified persons with disabilities. Please email accessibleinterviewing@samsara.com or click here if you require any reasonable accommodations throughout the recruiting process.
Our Commitment to Authenticity
We use Tofu, a fraud detection tool, to validate the authenticity of applications and protect against identity fraud. This ensures we are connecting with real people and allows us to prioritize genuine candidates. Please see Samsara’s Candidate Privacy Notice for more information.
Fraudulent Employment Offers
Samsara is aware of scams involving fake job interviews and offers. Please know we do not charge fees to applicants at any stage of the hiring process. Official communication about your application will only come from emails ending in @samsara.com, @us-greenhouse-mail.io or @mail3.guide.co. For more information regarding fraudulent employment offers, please visit our blog post here.