• Conducts meetings and closes business in mid-market, enterprise, and public sector segments within the territory. • Manages opportunities effectively and maintains visibility within Salesforce. • Meets and exceeds qualified quota and pipeline goals for assigned territory and targeted accounts. • Understands and acts in accordance with company values. • Manages sales activities, including prospecting and greenfield sales. • Issues and negotiates quotes and deal setups. • Participates in events and tradeshows.

• Proactive Prospecting: Leverage tools like Salesloft, 6sense, and LinkedIn Sales Navigator to research, identify, and engage new prospects in Greenfield accounts. • Build and Maintain a Robust Pipeline: Focus on continuously filling the top of the funnel with high-quality leads and progressing opportunities through the pipeline. • Activity Management: Drive high levels of outreach activity (calls, emails, and social selling) to ensure consistent engagement with prospects. • Account Mapping: Identify key decision-makers and influencers within target accounts, building a comprehensive understanding of account structures and priorities. • Partner with BDRs: Collaborate closely with Business Development Representatives to design effective outreach campaigns and maximize opportunity generation. • Leverage Data and Insights: Use tools like 6sense to identify buying signals and prioritize outreach to accounts showing intent or engagement with marketing campaigns. • Conduct Targeted Campaigns: Work with marketing teams to run account-based campaigns tailored to verticals like Healthcare, Financial Services, Retail, and Technology. • Measure and Optimize Activity: Monitor outreach metrics and pipeline health using Salesforce, Clari, and other tools, making data-driven adjustments to strategies. • Strategic Account Planning: Develop account penetration strategies for key Greenfield accounts, identifying the highest-potential opportunities to focus effort. • Build Market Presence: Act as a brand ambassador, engaging in networking events, webinars, and industry forums to raise awareness and build connections. • Collaborate Cross-Functionally: Work with solution consultants and marketing to create tailored messaging and align resources for top-priority accounts. • Maintain CRM Discipline: Ensure accurate and timely updates in Salesforce, including logging activities, tracking progress, and maintaining detailed records for all Greenfield opportunities.

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 is a remote position open to candidates residing in the US and requires working in the EST or CST timezones. 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 processes 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 with Enterprise customers - Proven track record of consistent quota over-achievement in complex accounts and $500k+ ARR transactions - Experience handling and owning enterprise deal sizes and C-Level relationships - Willing and comfortable with strategic outbound prospecting - Excellent interpersonal skills and demonstrated ability to thrive in a dynamic, fast-paced environment An ideal candidate also has: - Experience working with a line of business stakeholders (Operations, Finance, IT) - 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.

• Achieving and/or exceeding defined New Prescription goals and the overall business growth of Acelis Connected Health sales and service within a locally defined geographic area • Selling into the International Normalized Ratio (INR) remote monitoring market consisting primarily of physician offices and clinics • Ensures overall growth for assigned territory by meeting or exceeding defined New Prescription goals, including growth in suitable active patients • Focuses on depth penetration within key customer opportunities as defined by company goals through the use of compelling and influential sales conversations • Guides professional clinical organizations to a new modality of care using implementation guidelines for remote monitoring • Masters Sales Cycle Management to assist key customers in understanding their needs and moving effectively and swiftly on a path toward achieving customer goals for successful outcomes • Initiates compelling clinical, evidence-based, and business-based sales conversations with all customer call points regarding Acelis Connected Health service offerings • Provides consultative insight into professional practices and efficiencies using data management • Responsible for selling into INR physician and clinic remote monitoring market, and leveraging the benefits of the program to improve clinical outcomes and clinic efficiencies • Demonstrates consistency, proficiency, and accuracy in daily use of operating systems directly related to specific job function (including Salesforce.com, Concur, & ADP Timesaver) • Guides business development using Acelis Connected Health clinical, financial, and efficiency model showing value of patient self-testing • Works with multiple internal functional areas (Marketing, Sales, Clinical/Training, Operations) in planning and coordination of growth efforts and initiatives • Coordinates Acelis Connected Health clinical staff and trainers with key accounts as needed • Provides professional consultative reports to build collaborative results-oriented relationships with key Customers & provides patient educational resources • Uses sales and negotiating experience to overcome barriers to adoption of prospective customers resulting in remote monitoring program development and expansion • Provides simple service and product presentation demonstrations as needed • Maintains courteous and respectful working relation with all sales and service partners and all teammates • Maintains professional working relationship with manufacturer representatives • Follows all regulatory policies and procedures, privacy and security standards in accordance with government agencies to include HIPAA requirements • Participates in development opportunities and on-going training