• 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

• The Senior System Engineer (senior SE) provides technical sales support to customers and partners on complex security solutions based on the Proofpoint portfolio. • This includes delivering technical presentations and demos, assisting with preparing proposals and RFPs, and leading proof of concepts. • The professional will cover the entire Proofpoint portfolio and may assist the customer in designing a complex architecture. • In-depth knowledge and field experience are required, as well as the ability to present complex concepts in an easy-to-understand manner. • As a senior SE, you'll play a crucial role in our sales cycles, working closely with sales executives to define and execute sales strategies. • You will provide technical leadership to team members, partners, and customers. • Your ability to cultivate relationships with customers and partners will be instrumental in contributing to their satisfaction and our overall company success.

• Serve as the technical authority and primary technical decision partner in enterprise sales cycles, from discovery through close, including full ownership of Proof of Value (POV) success criteria and outcomes • Lead architecture-level conversations with security, email, and identity teams • Run technical discovery that uncovers risk, not just requirements • Conduct technical and competitive landscape research to effectively address customer questions and objections • Confidently answer architecture-level and modern threat questions without deferring to Product or Engineering • Articulate why legacy secure email gateways fail against social engineering and identity-based attacks • Educate sales executives and partners on Abnormal AI’s products, platform, and security posture • Obsessively drive customer satisfaction and successful Enterprise outcomes