• Manage a team of Sales Engineers and collaborate with sales executives to develop account-based penetration strategies and implementation objectives. • Lead the technical pre-sales cycle by conducting discovery meetings, performing technical demos, and owning the execution of proof-of-value (POV) results. • Conduct technical research on the competitive landscape and security ecosystem to provide expert guidance to sales executives, partners, and customers. • Architect technical solutions that address specific customer business challenges using knowledge of the Axonius platform and its third-party integrations.

• Partner with the Sales team to articulate the overall Datadog value proposition, vision and strategy to customers • Own technical engagement with customers during the trial phase. Communicate Datadog’s value based on activities and work with customers on any identified issues or concerns to successful conclusion • Technically close complex opportunities through advanced competitive knowledge, technical skill, and credibility • Deliver product and technical briefings / presentations to potential clients • Maintain accurate notes and feedback in CRM regarding customer input both wins and losses • Proactively engage and communicate with customers and Datadog business/technical teams regarding product feedback and competitive landscape

Role Description We are seeking a high-caliber Technical Sales Representative to bridge the gap between complex ecological impact and corporate commercial value. You will be responsible for winning and scaling multi-million euro partnerships with global Food & Beverage (F&B) brands by selling innovative beekeeping and pollination projects. This is not a traditional commodity sales role. You will translate "Nature Positive" goals and Science-Based Targets (SBTs) into "boardroom-ready" business cases, helping the world's largest food companies turn sustainability mandates into measurable operational ROI. Job Responsibilities - Strategic Relationship Management: Pinpoint and engage key decision-makers—from ESG Directors and Sustainability Leads to Farm Managers—within the global F&B and agribusiness supply chains. - Technical Value Proposition: Quantify pollination as a critical driver for biodiversity, crop traceability, and carbon sequestration. Deliver high-ROI proposals that diagnose sourcing hurdles and offer concrete, phased timelines. - Pipeline & Precision Prospecting: Identify the "execution gap" where corporate ESG reporting has not yet met measurable action. Map budget cycles and procurement workflows to ensure fast-tracked decision-making. - Cross-Functional Navigation: Map internal stakeholders across supply chain, marketing, and procurement to secure multi-departmental buy-in for long-term sustainability initiatives. - Stakeholder Education: Act as a thought leader, translating technical ecological data into compelling narratives that help internal champions secure budget and executive approval. Qualifications - 3+ years of proven sales experience specifically within the Agribusiness or Food & Beverage sectors. - A record of prospecting, negotiating, and closing complex, multi-stakeholder accounts with long sales cycles. - Deep understanding of regenerative agriculture, Nature Positive goals, and Science-Based Targets (SBTi). Ability to speak the language of ESG and supply chain risk reduction. - Proficient in CRM systems (Salesforce/HubSpot) and advanced data tools (Excel/Sheets) to build complex pricing models and business cases. - Exceptional ability to translate technical environmental impact into high-level commercial narratives. - Languages: Native-level fluency in English is required. Requirements - Minimum Technical and Work Environment Requirements: - Internet Connection: - Primary internet connection with a minimum speed of 15 Mbps. - Backup internet connection with at least 10 Mbps, capable of supporting work during a power outage. - Primary Device: - Desktop or laptop equipped with at least: - Intel Core i5 (8th generation or newer), Intel Core i3 (10th generation or newer), AMD Ryzen 5, or an equivalent processor. - A minimum of 8 GB RAM. - Backup Device: - Must meet or exceed the performance of an Intel Core i3 processor. - Must be functional during power interruptions. - Peripherals and Workspace: - A functioning webcam. - A noise-canceling USB headset. - A quiet, dedicated home office space. - A smartphone for communication and verification purposes. Benefits - Join Our Dynamic Team: Experience our fun, inclusive, innovative culture that values your unique contributions and supports your professional growth. - Embrace the Opportunities: Seize daily chances to learn, innovate, and excel. Make a real impact in your field. - Limitless Career Growth: Unlock a world of possibilities and resources to propel your career forward. - Fast-Paced Thrills: Thrive in a high-energy, engaging atmosphere. Embrace challenges and reap stimulating rewards. - Flexibility, Your Way: Embrace the freedom to work from home or any location of your choice. Create your ideal work environment. - Work-Life Balance at Its Best: Say goodbye to stressful commutes and hello to quality time with loved ones. Achieve a healthy work-life integration to perform at your best.

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 at the intersection of cloud software, sensor systems, and wireless networks, and seeks passionate Sales Engineers to bring our technology to market. Samsara builds an extensive set of hardware devices, including battery-powered, wireless environmental sensors, Linux-based IoT gateways, and internet-connected dash cameras as well as an intuitive Dashboard and set of APIs for consuming the sensor data. Our Field Sales Engineers work in-region alongside our Regional Sales Managers, owning technical pre-sales for our largest and most strategic prospective customers. This is a remote position open to candidates residing in the United States. This position requires travel up to 25% of the time. Relocation assistance is not provided for this role. 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. - You have an innate curiosity about 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 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 customer's value earned trust and human relationships built over time. - You want to be with the best: Samsara’s high-performance culture means you’ll be surrounded by the best and challenged to go farther than you have before. - You are a team player: At Samsara, sales is a team sport. We help each other out by sharing best practices and focusing on winning as a team. In this role, you will: - Partner with sales executives to plan, prepare and execute strategic deals in complex sales cycles. - Successfully match customer pain points and requirements to proposed solutions. - Establish customer relationships and gain trust throughout and beyond the sales cycle. - Working in multiple levels of the technology stack. - Hardware deployment and installation (for POCs). - SaaS dashboard setup and advanced use. - Custom reporting and integrations via our API. - Expected to Mentor other SEs on the team. - Strong team contributions (technical knowledge, industry knowledge, training, etc.). - 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: - Education: Bachelors degree from an accredited university - Technical Software Sales Professional: 4+ years of selling experience in the enterprise space where you translated customer needs into successful sales outcomes. - IT Expertise: Deep understanding of security, cloud software, automation, networking, and control systems. - Hands-on Problem Solver: Proven ability to diagnose and repair electrical and mechanical systems in a maintenance/shop environment. - Solution Architect: You excel at selling complex solutions, and navigating intricate customer evaluations and deployments. - Customer Advocate: You analyze customer requirements, prioritize feature requests, and champion collaboration between customers and product teams. - Business Acumen: You can develop compelling financial models and business justifications to support your recommendations. - Project Catalyst: Experience leading complex projects and fostering a collaborative environment where stakeholders are empowered to achieve results. An ideal candidate also has: - Technical Proficiency: Experience with APIs and/or scripting languages like Python. - Knowledge Sharer: Experience with technical enablement and knowledge sharing across teams. - Adept in Big Data: Familiarity with Databricks (Spark, Delta Lake, MLflow). - Industry Knowledge: Experience with Routing, Navigation, Commercial Trucking Fleets, and Logistics. - Global Collaboration: Ability to support North American and European time zones. - Multilingual Fluency: Proficiency in additional languages (Spanish/French). The range of annual on-target earnings (OTE) range for full-time employees for this position is below. Please note that OTE pay 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 OTE Salary $190,315—$223,900 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.