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 looking for a strategic and highly effective Senior Sales Operations Analyst to drive key operational projects and complex cross-functional workstreams within our enterprise sales organization. We are seeking people with a passion for helping others, who are eager to work in a fast-paced, dynamic environment and have a direct impact on our growth and the success of our enterprise sales team. 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. Click here to learn more about Samsara's cultural philosophy. In this role, you will: - Own project objectives and milestones with minimal guidance, driving smaller-scope projects or complex cross-functional workstreams end-to-end. - Own enforcement of sales processes and policies and proactively recommend ways to raise the standard for on-time, high-quality work across the team and function. - Work within the Sales Operations team to devise and implement new solutions that solve complex project-level issues which may involve improvements and UAT for various tools used by the organization such as Salesforce and Zendesk. - Understand how your workstreams and broader projects align with Samsara’s overall corporate goals. Proactively prioritize work across your own workstreams and coordinate efforts with other stakeholders. - Understand core KPIs and recommend additional or adjustments to key performance indicators when appropriate, building on current feedback mechanisms. - 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. Minimum requirements for the role: - Bachelor’s Degree - 4+ years of proven experience in Sales Support, Sales Operations, or an equivalent analytical/operational role. - Demonstrated ability to own project objectives and milestones with minimal guidance. - Strong strategic and analytical skills, with an ability to deliver clear work-back plans for successfully completing workstreams. - A high degree of ownership and accountability, with a track record of identifying and resolving project-level issues. - Ability to prioritize work effectively across multiple workstreams and understand their fit within broader corporate goals. - Experience working with CRM platforms (e.g., Salesforce). - Strong written and verbal communication skills. An ideal candidate also has: - 3-4+ years of previous Sales Support, or equivalent, experience - 3-4+ years working with Salesforce 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.

• Collaborate with various stakeholders to own and manage Sales forecasting on a weekly, monthly, and quarterly basis • Build and deliver executive-level business reviews and in-dept pipeline analysis with product and industry focus • Analyze historical and current financial data to help Sales Leaders understand the state of the business and execute go-to-market strategy • Evaluate multiple datasets to extract relevant information, identify trends, and generate actionable insights for the business

• Develop the Sales Training and Education strategy • Set up, prepare for, and facilitate assigned sales courses • Ensure all sales colleagues are trained to the highest standards • Coach sales managers on external and internal sales processes • Bridge gaps between sales and other departments • Facilitate communication within the sales enablement team

Senior Sales Operations Manager Position Overview b.well is seeking a Senior Sales Operations Manager to serve as the operational backbone of our commercialization efforts. This is a highly cross-functional, individual contributor role for someone who thrives on building infrastructure from the ground up—establishing strategy, defining benchmarks, and driving execution across the entire sales cycle. You will be the go-to expert on sales operations and revenue systems, serving as the critical liaison between sales, marketing, and partner teams. This role requires someone who can design scalable CRM architecture, build multi-touch attribution models, create automated workflows, troubleshoot tech stack integrations, and drive continuous process improvements—all while maintaining data integrity and providing leadership with accurate revenue forecasting. This role is open to fully remote work. What You'll Do: CRM Architecture & System Design - Design and maintain a scalable HubSpot data model (properties, associations, custom objects, and record types) that prevents "data debt" - Build and optimize Sales Hub (Professional or Enterprise) configurations, including advanced sequences and programmable automation - Audit the current sales funnel to identify friction points and automate manual tasks to increase "selling time" - Manage deal stage pipeline to provide leadership with 90% accurate revenue projections - Design lead scoring and routing logic (territories, round-robin) to ensure no lead goes cold Integration & Tech Stack Management - Connect HubSpot with the rest of the tech stack (e.g., ZoomInfo, Slack, PandaDoc, or ERP systems) via native integrations or tools like Zapier/Make - Ensure that marketing resources and automation tools integrate seamlessly into sales CRM - Maintain data integrity across systems, ensuring customers/prospects are not getting "touched" by marketing, partner, and sales in ways that conflict Revenue Analytics & Reporting - Build multi-touch attribution models and custom report builder dashboards to track pipeline velocity, LTV, and CAC - Track lead conversion rates and funnel analytics across all channels - Track deals sourced by specific partners with proper attribution - Build and maintain dashboards that show leadership exactly which channels are the most profitable - Define SLAs and performance benchmarks across the end-to-end sales cycle and present recommendations to senior leadership Cross-Functional Collaboration & Process Design - Work with Marketing to define what a "qualified" lead looks like and build the logic in the CRM to ensure leads from webinars or ads go to the right rep instantly - Create unified workflows so that all leads (whether partner or marketing sourced) follow the same rigorous path - Collaborate across the commercialization team to ensure process alignment and operational excellence - Build the playbooks, snippets, and templates that ensure the sales team actually uses the tools provided What You Bring: Required Qualifications - 5+ years of Sales Operations or Revenue Operations experience, with a demonstrated track record of successfully scaling commercialization operations within a growing business - Proven ability to proactively build operational infrastructure—establishing strategy, defining benchmarks, and driving execution—not simply maintaining existing systems - HubSpot Power User with mastery of Sales Hub (Professional or Enterprise), including: - Custom objects and advanced sequences - Programmable automation - CRM architecture and scalable data modeling - Integration management with third-party tools - Strong analytical and problem-solving skills with ability to: - Translate data into actionable insights and recommendations - Build multi-touch attribution models - Create custom dashboards and revenue reporting - Identify and resolve process friction points - Proven experience as a cross-functional liaison with ability to: - Build relationships across the organization - Bridge communication between sales, marketing, and partner teams - Manage competing priorities across multiple departments - Ensure alignment on data integrity and process design - Self-starter mentality with: - High accountability and sense of urgency - Ability to work independently in a fast-paced, dynamic startup environment - Comfort with ambiguity and rapid change - Excellent communication skills (written and verbal) with strong interpersonal skills Preferred Qualifications - Experience in healthcare or the digital health industry - Experience defining and implementing SLAs and performance benchmarks - Background in sales enablement and building tools that drive adoption - Experience with lead management systems and territory design - Familiarity with revenue forecasting methodologies Some Key Details - This position will report to the SVP of Sales but will collaborate across the commercialization team - This position requires a background check and adherence to b.well's Code of Conduct and applicable policies The target salary range for this position is [INSERT RANGE] and is part of a competitive total rewards package including stock options, benefits, and incentive pay for eligible roles. Individual pay may vary from the target range and is determined by a number of factors including experience, location, internal pay equity, and other relevant business considerations. We review all employee pay and compensation programs annually at minimum to ensure competitive and fair pay. Data shows that women, people of color, and other underrepresented groups may be less likely to apply for jobs unless they believe they are a perfect match. But b.well holds diversity amongst its key values, and we have a strong commitment to building our workforce and products through that lens. You don't have to check every box in this job description to be a great fit for the role! If you're excited about this position and the prospect of working for b.well, please apply. If it turns out this role isn't for you, there may be other openings that could align with your experience and expertise! We are committed to an inclusive and diverse b.well. We are an equal opportunity employer. We do not discriminate based on race, ethnicity, color, ancestry, national origin, religion, sex, sexual orientation, gender identity, age, disability, veteran, genetic information, marital status or any other legally protected status.