Renewals Account Executive - Mid-Market - Public Sector

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 This Role

Renewals are the heartbeat of Samsara’s long-term success. As a Renewals Account Executive for our Public Sector Mid-Market segment, you will lead the commercial strategy for a portfolio of 35-55 high-value accounts per quarter. This is a high-impact role where you will be responsible for securing favorable renewal terms while minimizing financial attrition, identifying growth opportunities, passing findings and insights back to the business, and closing 36-month renewal deals.

Your mission is to balance efficiency with high-touch strategic negotiation, ensuring our Public Sector customers continue to see Samsara as their "source of truth" and long term partner for physical operations.

This Role Is Open To Candidates Residing In The Us

except

Alaska, Austin Metro, Boulder Metro, California, Chicago Metro, Connecticut, Dallas Metro, Denver Metro, Houston Metro, Maryland, Massachusetts, New Jersey, New York, Rhode Island, Seattle Metro, and Washington, D.C.

You Should Apply If

You Want To Impact The Industries That Run Our World

Your efforts result in real-world impact—helping to keep the lights on, get food into grocery stores, and ensure workers return home safely. You have an innate curiosity about how businesses work, whether you’re diving into the inner workings of a food distribution center or a waste management firm to understand how our technology makes them better.

You Thrive In A Competitive Arena And Play To Win

You aren't intimidated by a "save" cycle; you lean into it. You are a creative thinker who can confidently advocate for a customer’s resources at time of renewal and prove why Samsara remains their best-in-class partner. You expect to win because you believe in our value, and you have the grit to defend our footprint against any competitor.

You are a Master of Prioritization

: You know how to triage a book of business, while dedicating deep strategic work to your top-spend "anchor" accounts. You take pride in a clean forecast, and know that deal execution is an essential part of hitting your numbers.

You Are A Value Architect Who Builds Genuine Relationships

You don’t just "process" a contract; you re-confirm the business case. You build trust quickly, and you can articulate ROI to a CFO or operational value to a Fleet Manager with equal fluency.

You can navigate internal complexity to win as a team

: You recognize that sales is a team sport. You are comfortable collaborating with Deal Desk, Legal, and Finance to navigate custom terms and "get to yes" on agreements, all while sharing best practices to help the broader team succeed.

You Want To Be With The Best

You thrive in a high-performance culture where you are surrounded by top-tier talent. You are looking for a role that challenges you to go farther than you have before, moving with urgency and a growth mindset to secure the revenue that fuels Samsara’s mission.

In this role, you will:

Own The Public Sector Mid-market

Act as the primary commercial lead for a portfolio of 35-55 renewals per quarter. You will manage high-touch accounts ranging from

$10k to $100k+

, serving as a dedicated expert on the Public Sector business landscape, local competitors, and regional market trends.

Drive Full-cycle Commercial Execution

Lead every stage of the renewal process, from initial quoting and complex negotiations to securing internal approvals. You will prioritize

36-month terms

to stabilize the partnership and maximize long-term Lifetime Value (LTV).

Forecast With Precision

Maintain impeccable Salesforce hygiene to ensure your pipeline is a "single source of truth." You will provide leadership with scenario forecasting, clear visibility into territory risks, and data-driven insights that make your outcomes predictable.

Strategize Across The Account Team

Partner seamlessly with CSMs and AEs to map out expansion opportunities. You will bridge the gap between retention and growth, identifying expansion opportunities while ensuring a frictionless, unified experience for the customer.

Operate As A Business Owner

Take full accountability for your territory’s health. You don't just manage a list; you proactively solve for churn, advocate for the needs of the Canadian market, and lean into the "owner" mindset to hit and exceed your retention targets.

Minimum Requirements For This Role

Experience

2+ years of full-cycle closing or strategic renewals experience, specifically managing Mid-Market or Commercial accounts.

Commercial Acumen

Proven track record of managing $1M+ in quarterly quota with deal sizes above $100k

Negotiation Prowess

Ability to manage multi-stakeholder "save" cycles and handle complex procurement/legal requirements.

Operational Excellence

Expert proficiency in Salesforce and a disciplined approach to pipeline management.

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.

$88,952.50

—

$119,600 USD

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.

Benefits

Full time employees receive a competitive total compensation package along with employee-led remote and flexible working, health benefits, and much, much more. Take a look at our

Benefits

site to learn more.

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.

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.

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

.