• You’ll coach, and scale a team of Sales Engineers who combine technical credibility with strong customer instincts. You’ll hire and onboard new team members, set clear expectations, and invest deeply in their growth. • You’ll stay close to the field, supporting on complex and high-stakes deals. From strong discovery to executive conversations and deep technical evaluations, you’ll help ensure we’re solving the right problems and positioning Atlan as a long-term platform. • You’ll raise the bar on how Sales Engineering operates. This includes how we run demos, solution sessions, technical discovery, and proofs of concept, with a focus on quality, consistency, and speed as we scale. • You’ll act as a senior technical escalation point when needed, especially in complex architecture, security, or edge-case scenarios. You’ll stay close to the modern data stack, governance, and AI trends, and help translate customer feedback into product input. • You’ll ensure the team is continuously enabled on new product capabilities and evolving customer use cases, while strengthening collaboration across Sales, Product, and Customer Success.

• Engage with enterprise prospects and customers to understand asset tracking, condition monitoring, and maintenance requirements, positioning Smart Trac as a high-value technical solution. • Lead technical discovery and deliver tailored product demonstrations that clearly articulate Smart Trac’s technical capabilities, business impact, and return on investment. • Partner closely with Account Executives to support new business and expansion opportunities throughout the pre-sales cycle. • Use HubSpot CRM to document technical requirements, support pipeline accuracy, and track pre-sales activities. • Collaborate with internal engineering, product, and implementation teams to design customer-specific solutions and ensure feasibility. • Prepare and deliver technical responses to RFPs, RFIs, and other enterprise procurement processes. • Monitor industry trends, customer use cases, and competitive solutions within asset tracking and maintenance technologies. • Capture customer feedback and technical insights to support continuous product improvement and enhance customer satisfaction.

• Develop and maintain sustainable relationships with key accounts • Achieve sales targets and deliver sales against agreed KPIs • Report activities using the CRM system on market intelligence, quotes, and customer visits • Responsible for customer ownership and the growth of key accounts

• Lead Samsara’s Mid Market Sales Engineering organization covering North America • Develop and lead an inclusive, engaged, and high performing organization • Lead from the front in high-impact situations, serving as a thought leader and executive sponsor for Mid Market key accounts • Own your organizations’ performance against all sales goals and ensure cross-functional partnerships are productive and efficient • Develop strategies and processes that enable our Sales Engineering organization to scale, engaging leadership and stakeholders to build consensus • Support any technical escalations that may arise from your organization’s presales activities (product issues, feature requests, etc.) • Sample the customer experience by installing, testing and using the gear you are selling • Improve yourself as a leader by learning with and from other leaders across Samsara, Samsara’s internal leadership development frameworks, and through your own self-directed learning • Champion 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