• Own the end-to-end commercial sales cycle from prospecting through close, consistently delivering against revenue targets while maintaining accountability and follow-through (**Change Agility**). • Apply **Data-Driven Decision Making** to manage pipeline health, forecast accurately, prioritize opportunities, and evaluate deal risk using CRM insights, customer signals, and performance metrics. • Use **First Principles Problem Solving** to deeply understand customer security challenges, break down complex buying scenarios, and clearly articulate differentiated value grounded in customer outcomes. • Demonstrate **Change Agility** by adapting quickly to evolving customer needs, product capabilities, territory dynamics, and market conditions while maintaining momentum and clarity. • Develop and execute strategic account plans that expand HackerOne’s footprint within existing customers and drive new logo acquisition across the commercial segment. • Partner cross-functionally with Sales Engineering, Marketing, Product, and Customer Success to deliver a cohesive customer experience from initial engagement through long-term value realization. • Collaborate with Channel Partners in your territory to identify, develop, and co-sell opportunities, adjusting engagement models as partner strategies and market dynamics evolve. • Leverage an **AI First** mindset by thoughtfully using AI-powered tools to improve prospecting, account research, deal preparation, and overall sales efficiency while exercising sound judgment and responsible use.

• Own and close a defined book of business across the Quebec - Maritime healthcare market • Run full-cycle sales processes from discovery to close, including multi-stakeholder and executive-level deals • Partner closely with SDRs and BDRs to convert high-quality leads into vertical building opportunities and closed revenue • Conduct deep discovery to understand clinical workflows, operational constraints, incentives, and hidden pain points • Deconstruct complex clinical and operational processes to clearly articulate where Heidi creates leverage and ROI • Deliver sharp, compelling product demos and presentations tailored to specific customer use cases • Build and manage a healthy pipeline using a mix of outbound, inbound, and product-led signals • Navigate procurement, legal, and security conversations with confidence and precision • Collaborate tightly with Product, Marketing, Operations, and Customer Success to drive deal momentum and successful handoffs • Continuously refine messaging, positioning, and deal strategy to out-execute incumbents and outperform the market

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 a Core AE, you will be helping our largest and most strategic enterprise sized customers consolidate outdated technologies, digitize workflows, and unlock game-changing data insights that will transform their businesses. We are helping the companies that literally keep our lights on, put food on our tables, and build our communities to become safer, more efficient, and more sustainable. Typical sales will be $100k to $500k, and typically involve POCs, multiple stakeholders, managing trials, multi-faceted pricing negotiations, and selling to executives and CXOs. This is a remote position open to candidates residing in the US and requires working in EST and CST timezone. 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. - Your mantra is #alwaysbeprospecting: The world of operations is vast. Your customers are often out in the field and the best way to catch them is live on the phone. Samsara’s top reps do constant research to find companies and contacts to expand their pipeline. - 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 are a life-long learner: Samsara sales are complex. You will need to learn about businesses where you previously had little knowledge. The payoff is big but you have to be willing to put in the work. - 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 Sales culture means you’ll be surrounded by the best and challenged to go farther than you have before. In this role, you will: - Develop Executive-Level relationships within strategic, named accounts - Own customer engagements end-to-end, from prospecting and qualification to close - Demonstrate excellent solution-based sales process in complex sales campaigns - 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: - 5+ years experience in a full-cycle, closing sales role - Proven track record of consistent quota over-achievement in complex accounts and $100k+ ARR transactions - Experience handling and owning enterprise deal sizes and C-Level relationships - Willing and comfortable with strategic outbound prospecting - Excellent interpersonal skills and demonstrated ability to thrive in a dynamic, fast paced environment - Willing and comfortable traveling to meet customers on a monthly basis An ideal candidate also has: - Experience working with line of business stakeholders (Operations, Finance, IT) - Awards for top achievement (President’s club, Winner’s circle, Top 10%) - Passion for the world of operations! Annual on-target earnings (OTE) range for full-time employees for this position is below and depends on your city of residence. Learn more about our total rewards and benefits below. Annual OTE Salary $194,600—$278,000 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.

• Maintain and grow sales in existing customers (customer retention) • Prospect for new customers / acquiring new accounts / Cold Calling - Sales Hunter • Provide, with the assistance of the technical support group, service and technical support to existing customers • Coordinate request for information or quotations • Manage approval projects for new technologies and applications to current and prospecting customers • Develop a territory plan • Propose and implement marketing strategies in the territory • Ensure continuous improvement and sharing of technical knowledge, competitive and product information and methods • Maintain key information in our internal CRM system