Sales Tools & Strategy Manager

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.

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

.