Role Description As an Enterprise Sales Engineer at Samsara, you’ll be splitting your time across two major focus areas: - Supporting senior-level sellers in an attempt to grow existing customers or win new customers. - Contributing to the SE Team as a senior resource. Key responsibilities include: - Being highly accountable for each technical sale, requiring strong storytelling, objection handling, custom workarounds, advanced integrations, and extensive hands-on experience. - Sharing takeaways from activities across the SE Team via team meetings and messaging tools. - Sourcing and delivering product information, conducting testing of alpha products/features, managing projects, and building process improvements and automation. - Carrying a quota while maintaining excellent time management skills. This is a remote position open to candidates residing in 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, with proximity to an international airport preferred. Qualifications - Bachelor’s of Science degree from a 4-year accredited university. - 5+ years of experience 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 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 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. Requirements - 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 language. - Work experience building solutions leveraging open APIs. - Understanding of vehicle diagnostic systems, including Controller Area Networks (CAN bus) and Power Take Off (PTO) applications. - Hobbyist interest in working with electronic systems (e.g., car audio installation, classic car restoration, home automation, building with Raspberry Pi, Arduino, etc.). - Consistent track record of success selling complex technical solutions through strategic sales cycles. Benefits - Annual OTE Salary: $121,975 — $164,000 USD. - Above-market total compensation through a combination of base salary, performance-based bonus/variable pay, and equity (for eligible roles). - Flexible, employee-led remote model. - Professional development stipend. - Comprehensive health and parental leave plans.

• Engages customers at multiple levels, from procurement to technical to mid-level executives and senior executives. • Has the ability to connect with and gain rapport with people in various functions and levels of management. • Strategy Development for Area of Responsibility • Pursue partnerships that will drive growth • Develop applications into the market by ensuring product offering matches customer/market technical and commercial needs while also being attractive commercially for TPM • Feed Voice of Customer regarding product, market, application and commercial needs to internal stakeholders to drive continuous improvement in our performance and offerings • Supports industry events in coordination with Market Manager and Business Leader • Development and management of a robust opportunity pipeline that is accurately represented in Salesforce • Customer visits, calls, communication with Call Reports out to stakeholders • Robust recording of Account and customer details in Salesforce • Initiation and management of Work Orders to Tech Service • Project Management of key technical or commercial initiatives • Ensure financial considerations – customer setup, adherence to terms, etc. • Forecasting in partnership with SIOP lead • Drive new customer development • Drive new business at existing customers • Own some customer management (Accounts/Territories assigned) • Identify top strategic customers and manage team to develop strategies to gain share and grow business • Customer events and entertainment • Manage and record complaints and returns • Collaborate with technical, SC, CS, manufacturing, HR, Finance and LT to ensure Techmer PM is driving best in class service, quality, technology, and financial performance • Identify key customers and resources needed for technical visits and customer service prioritization

Working at Atlassian Atlassians can choose where they work - whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. Interviews and onboarding are conducted virtually, as part of being a distributed-first company. Atlassian is looking for a Principal Solutions Engineer, Strategic, to join the team. Your future team Our Solutions Engineering Team is comprised of people with backgrounds in pre-sales, consulting and engineering. We partner with the Enterprise Sales Team & Channel Partners to understand the needs of Atlassian's customers, strategise on enterprise sales cycles, provide value-based demonstrations and support Proofs of Value to ultimately allow our customers to unleash the potential of their teams. In this role, you will: - Conduct thorough customer discovery to assess challenges, business goals, and technical requirements, uncovering opportunities for cross-product and solution expansion aligned with Atlassian's offerings. - Deliver tailored, engaging product demonstrations that address customer objections, connect technical capabilities to business needs, and use storytelling techniques to align with the customer's vision of success. - Develop proof-of-concept environments and lead interactive workshops to showcase product features, workflows, and hands-on solutions aligned with customer goals. - Continuously enhance technical expertise by staying updated on Atlassian's roadmap, pursuing certifications, and refining pre-sales knowledge, product offerings, and sales processes. - Collaborate with internal teams, account managers, and product stakeholders to drive transformation deals, identify growth opportunities, and ensure seamless communication and alignment with customer objectives. - Build a robust understanding of competitors' offerings to clearly articulate Atlassian's differentiators in competitive scenarios. - Experiment with innovative approaches to pre-sales activities, such as gamification or audience participation, to enhance customer engagement. - Be fluent in English - professional level for at least one EU Language will be strongly preferred Your background: - Proven experience in sales engineering and covering large strategic accounts - Experience communicating and presenting to senior stakeholders across various levels of an organisation, including extensive engagement with executive leadership. - You're proactive, passionate, and thrive on collaboration to drive meaningful results. Our team embraces a solutions-oriented mindset-so if you're looking for a passive role, this position may not be the right fit. - Outstanding communication skills across oral, written, and presentation formats, paired with a knack for building genuine and lasting relationships. - Curious, solutions-focused, and passionate about technology and empowering others through knowledge sharing. - Bachelor's degree in Engineering, Computer Science, or a related field; MBA or advanced technical degree preferred - Willing and able to travel occasionally Benefits & Perks Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits . About Atlassian At Atlassian, we're motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone, possible together. We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines. To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them. To learn more about our culture and hiring process, visit go.atlassian.com/crh .

Role Description As a high performing Sales Engineer or Senior Sales Engineer, you will work with our prospects and clients to craft enterprise-wide cloud data security and data risk management solutions. This is a consultative role with deep analytical and business process skill sets and the ability to create insightful solutions using Cyera’s technology. - Drive incremental revenue through large, complex sales opportunities that maximize Cyera’s capabilities and integrated value proposition. - Identify client business issues and desired outcomes and architect an information availability solution that utilizes all of Cyera's products and services. - Deliver, manage, and run proof of values (PoV’s) and Use Case Demos (UCD) on customer sites, consult with key executive stakeholders, and drive sales via technical demonstrations. - Manage internal resources via cross-functional communication and support sales drive to build a sustainable, repeatable business model. - Act as the technical point of contact for the growing Cyera partner channel and represent Cyera at marketing events. Qualifications - Previous Cloud, TDR, CASB, DLP or data security experience in a Sales Engineer, Solutions Architect, or similar technical sales role. - Strong knowledge in one of the three major cloud provider environments related to roles/permissions/API (AWS and/or Azure preferred). - Fundamental network & database experience. - Strong understanding of data storage types and basic understanding of encryption techniques and key management, cloud IAM, and network design/engineering/protocol. - Fundamental understanding of: ML/AI, Data Regulatory Frameworks, Privacy and Data Retention programs. - Excellent communication, presentation, and interpersonal skills, with the ability to convey complex technical concepts to both technical and non-technical audiences. - Knowledge of SFDC and opportunity tracking. - Results-oriented mindset and desire to thrive in a hyper-growth startup environment. - Strong problem-solving skills and the ability to think creatively to address customer challenges. - Ability to travel up to 50% within assigned territory. Requirements - Desired Certifications (one or more with higher level being the most preferred): - AWS Certified Cloud Practitioner - Foundational or Microsoft Certified Azure Fundamental - AWS Solution Architect - Associate or Professional - AWS Cloud Security Engineer or Architect - Azure Administrator Associate - Azure Security Engineer Associate - Azure Solutions Architect - CCSP - Certified Cloud Security Professional Compensation Information - Compensation Range: $225,000-$275,000. - The range represents total compensation, and may include incentive for sales roles, equity or benefits, as applicable. - This compensation range represents Cyera’s good faith and reasonable estimate of the range of possible compensation for this role at the time of posting, and Cyera may ultimately pay more or less than the posted range. - The final salary for this position will be determined in Cyera’s sole discretion, consistent with applicable law, and based on a variety of factors, including but not limited to the employee’s work experience, skills, and qualifications for the role, as well as the needs of Cyera’s business and other operational considerations. - Final compensation will vary based on seniority and relevance of experience, location, and position requirements. - This role may be eligible for potential merit increases based on factors such as individual or company performance, time in role, and other discretionary factors. Benefits - Ability to work remotely, with office setup reimbursement. - Competitive salary. - Unlimited PTO. - Paid holidays and sick time. - Health, vision, and dental insurance. - Life, short and long-term disability insurance.