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: The Majors sales team is responsible for revenue growth in new and existing customers that represent the largest prospective accounts for Samsara by total addressable opportunity. This role can be office-based or fully remote covering a certain geography. This is a remote position open to candidates residing in the US. 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 grocery stores, and most importantly, ensure workers return home safely. - Your mantra is #alwaysbeprospecting: The world of operations is vast. Your customers are often out in the field and the best way to catch them is live on the phone. Samsara’s top reps do constant research to find companies and contacts to expand their pipeline. - You have innate curiosity in 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 sales team members seek to learn the ins and outs of the businesses they support in order to make a larger impact. - You are a life-long learner: Samsara sales are complex. You will need to learn about businesses where you previously had little knowledge. The payoff is big but you have to be willing to put in the work. - You build genuine relationships with your customers: The industries we serve have relied on pen-and-paper solutions for years and haven’t been met with the type of technology we offer. Our customers value earned trust and human relationships built over time. - You want to be with the best: Samsara’s high-performance Sales culture means you’ll be surrounded by the best and challenged to go farther than you have before. In this role, you will: - Develop Executive-Level relationships within strategic, named accounts - Own customer engagements end-to-end, from prospecting and qualification to close - Demonstrate excellent solution-based sales process in complex sales campaigns - 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: - 5+ years experience in a full-cycle, closing sales role - 5+ years of experience working with line of business stakeholders in SLED/Government entities - Proven track record of consistent quota over-achievement in complex accounts and $200k+ ARR transactions - Experience handling and owning enterprise deal sizes and executive city/county relationships - Willing and comfortable with strategic outbound prospecting - Excellent interpersonal skills and demonstrated ability thriving in a dynamic, fast paced environment An ideal candidate also has: - Awards for top achievement (President’s club, Winner’s circle, Top 10%) - Passion for the world of operations! Annual on-target earnings (OTE) for full-time employees for this position is below. Learn more about our total rewards and benefits below. Annual OTE Salary $337,500—$337,500 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.

• Convert leads into buyers through clear and persuasive communication. • Contact warm and hot leads. • Understand client needs and advise on the best program/solution. • Conduct structured follow-ups with undecided clients. • Maintain organized records of conversations in the CRM. • Meet daily, weekly, and monthly conversion targets.

• close sales of our business solutions with merchants throughout the area • work closely with local District Manager to set appointments with business owners • run scheduled appointments, uncover needs, and present Global Payments Point of Sale solutions to close sales in small to mid-sized businesses • maintain existing/prospective client records in CRM system • achieve minimum production requirements, including setting first time appointments

The Senior Account Executive is responsible for obtaining new logo sales opportunities from Executive-level buyers and influencers in either private or publicly traded companies on our Strategic Commercial Team. Senior Account Executives are focused on selling Workiva’s core platform and collaborate with other Workiva Solution Sales teams to deliver multi-solution sales across our largest customer accounts. Successful candidates will build relationships and identify Workiva products and solutions that meet customer needs to drive customer acquisition within an assigned territory. Sales growth is attained through new customer subscriptions, professional services, delivery and training. You will engage with new customers - leveraging Workiva’s platform to meet their complex business needs. The ideal candidate will have a proven track record in enterprise platform sales, exceptional strategic thinking abilities, and a deep understanding of the top tier organizations in the region. What You’ll Do - Actively seek sales opportunities in collaboration with peer Sales teams, Inside Sales and Partnerships to generate qualified opportunities - Utilize information gathered during the needs analysis phase to partner with the Solution Consulting team to deliver a compelling demonstration of the Workiva platform, creating a customer belief in the necessity of Workiva solutions - Skillfully address objections, removing obstacles to gain commitment, solving various client problems with the best possible solution - Lead the sales process naturally - guiding it to closure by effectively showcasing Workiva's value proposition - Regularly and promptly update customer relationship management tools to report customer contacts - Provide consistent and accurate forward-looking information through pipeline analysis to forecast sales - Develop and deliver strategic account planning with purposeful action to secure sales success - Rally internal support to pursue an account and optimize internal resources - Prioritize selling activities and ensure timely follow-through - Maintain a strong understanding of Workiva products through a commitment to ongoing training and a growth mindset What You'll Need Minimum Qualifications - 6+ years experience in a related role - enterprise technology or similar complex solution sales hunting large customer New Logos - Undergraduate Degree or equivalent combination of knowledge and related career experience Preferred Qualifications - Strong experience and interest in a business development/new logo hunting role. - Understanding of the Software as a Service (SaaS) business model - Ability to demonstrate complex software applications - Demonstrated experience navigating and delivering sales success across large, enterprise organizations - Strong business acumen and ability to understand complex business issues - Executive presence; ability to communicate at the most senior level - Ability to identify and understand the power of influencers versus buyers and how to navigate the nuances of each during the sales cycle. - Ability to manage multiple complex sales cycles simultaneously - Ability to negotiate pricing with a focus on retaining value - Capability for achieving (and exceeding) sales quota targets Travel Requirements and Working Conditions - Up to 30% travel for regular customer meetings and events - Reliable internet access required for any period of time working remotely and not in a Workiva office How You’ll Be Rewarded ✅ On Target Earnings (OTE) range in the US: 212,000.00 - 344,000.00 USD Annual✅ Eligible for commission based on sales performance ✅ Restricted Stock Units granted at time of hire ✅ 401(k) match and comprehensive employee benefits package The salary range represents the low and high end of the salary range for this job in the US. Minimums and maximums may vary based on location. The actual salary offer will carefully consider a wide range of factors, including your skills, qualifications, experience and other relevant factors. Employment decisions are made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other protected characteristic. Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email talentacquisition@workiva.com. Workiva employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards. Workiva supports employees in working where they work best - either from an office or remotely from any location within their country of employment. #LI-EK1