• Lead the technical pre-sales cycle by executing product demonstrations and managing proof-of-value (POV) engagements to meet customer success criteria. • Conduct discovery meetings and research the competitive landscape to architect technical solutions that address specific customer security and infrastructure gaps. • Develop account-based penetration strategies and sales objectives in collaboration with sales executives to secure contracts with Fortune 500 companies. • Provide ongoing technical training on platform integrations and security principles to internal sales executives and external channel partners.

• Partner with Account Executives to support the full sales cycle, from discovery through close • Lead technical discovery to understand customer requirements, use cases, and success criteria • Deliver product demonstrations, technical presentations, and proof-of-concepts • Design solution architectures aligned to customer environments and constraints • Respond to technical questions in RFPs, RFIs, and security questionnaires • Address security, compliance, and architecture questions (e.g., FedRAMP, NIST, FISMA, CMMC) • Act as the technical subject-matter expert during sales engagements • Collaborate with Product, Engineering, and Customer Success to relay customer feedback • Support pilot programs and evaluations • Maintain technical documentation, demo environments, and competitive insights • Help enable Sales through training, best practices, and technical collateral

• Create and deliver technical product presentations to prospective customers. • Gather customer technical requirements to ensure proposed solutions align to goals and needs. • Lead product evaluations and custom product configurations. • Design evaluation test plans with customers and guide the process to successful outcomes.

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: As an Enterprise Sales Engineer at Samsara, you’ll be splitting your time across two major focus areas; (1) supporting senior-level sellers in an attempt to grow existing customers, or win new customers, and (2) contributing to the SE Team as a senior resource. There is an expectation that an Enterprise SE is highly accountable for each technical sale, meaning that strong storytelling, objection handling, custom workarounds, advanced integrations, and extensive hands-on experience are requirements to win most deals. Takeaways from these activities should be shared across the SE Team via team meetings, messaging tools, etc. Additionally, an Enterprise Sales Engineer is accountable for carving out time to source and deliver product information, conduct testing of alpha products/features, manage projects, and build process improvements and automation that will scale the broader SE Team. An Enterprise Sales Engineer will still carry a quota, so a successful Enterprise Sales Engineer will possess excellent time management skills and will maintain a clear focus on retiring quota in addition to these other senior responsibilities. This is a remote position open to candidates residing in the Southeast region of the United States except for San Francisco Bay Metros, New York City Metro and Washington DC Metro . This position requires travel up to 50% of the time and proximity to an international airport is preferred. 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 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 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 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 focus on winning as a team. In this role, you will: - Conduct product demonstrations and facilitate live proof-of-concept trials for prospective customers, and ensure these prospects understand - and are fully utilizing - the Samsara platform. - Work closely with Product Management, and other relevant teams, to help develop the Samsara platform. - Demonstrate the value proposition of Samsara’s products and services along with the platform's core capabilities on-site, remotely via webinar sessions, or at field events such as conferences and trade shows. - Respond to functional and technical elements of RFIs/RFPs. - Have the ability to be organized and analytical, and eliminate sales obstacles using creative and adaptive approaches. - Demonstrate comfort working for a dynamic technical organization with a fast-growing partner and customer base. - Remain highly available to Sales and cross-functional teams, making a measurable impact on Sales and product development in your region, and contributing to SE Team enablement. - Be a dynamic contributor on both Sales and SE Team internal communications channels. - 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: - Bachelor’s of Science degree from a 4-year accredited university - 5+ years of experience working with customers in a pre-sales technical role, customer success, or customer/product support capacity (Sales Engineer, Systems Engineer, Solutions Engineer, etc.) - Ability to influence stakeholders based on your technical sales acumen and a solid understanding of business processes and change management - Ability to explain complex technical concepts to non-technical audiences - Previous experience managing hardware and/or software product evaluations - Basic understanding of electronics and electrical systems - Experience with the following concepts: technical consulting, cloud software, cloud-connected hardware, computer networking, business systems integration, automation and control systems - Working knowledge of various integration standards and transports (XML, REST, SOAP, EDI, etc.) - Experience integrating with RESTful APIs between SaaS applications - Exposure to various SaaS-based integrations - Must be located within and authorized to work in the United States An ideal candidate also has: - Bachelor’s of Science degree or advanced education in Electrical Engineering, Computer Science, Mechanical Engineering, Industrial Engineering, or related discipline - Work experience in task automation scripting and transferring data between systems using Bash, Python, JavaScript, or equivalent languageWork experience building solutions leveraging open API’s - Understanding of vehicle diagnostic systems, including Controller Area Networks (CAN bus) and Power Take Off (PTO) applications - Hobbyist interest in working with things driven by electronic systems (car audio installation/classic car restoration, home automation, building things with raspberry pi, arduino, etc.) - Consistent track record of success selling complex technical solutions through strategic sales cycles 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 $121,975—$184,500 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.