• Serve as the technical lead for the sales team • Drive successful product evaluations and provide expert technical guidance to secure new business • Lead the technical pre-sales cycle by executing product demonstrations and managing proof-of-value (POV) engagements • Conduct discovery meetings and research the competitive landscape to architect technical solutions • Develop account-based penetration strategies and sales objectives in collaboration with sales executives • Provide ongoing technical training on platform integrations and security principles to internal sales executives and external channel partners

• Provides support to the Sales team(s), with a high attention to detail • Researches, analyzes, and documents findings • Researches and presents reports showing potential customers the cost benefit of purchasing company products or services • Provides technical training to clients and communicates customer feedback for future product developments • Represents both technical and functional aspects of our suite of products/services and proposes how these benefit prospective customers • Provides exemplary technical expertise and independent creative discretion in producing technical and product demonstrations and presentations • Executes proof of concepts with prospects at both a technical and business level to show value • Exercises discretion and judgement regarding product specifications required to address customer requirements, assesses customers’ needs, and recommends solutions that optimize value • Works independently or as part of a sales team with customers to position technology to both business and technical users in a consultative manner and through product capability assessments • Prepares, researches, and provides input into technical RFPs/RFQs • Acts as a key point of contact for cross-functional teams to provide product knowledge and technology expertise through training, coaching, and product support • Pursues and maintains professional and technical knowledge through ongoing training and education • May coach and review the work of other team members

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. As a Sales Engineer for Enterprise Select, you are the technical owner of our most strategic accounts and a powerful partner to the Sales team. You’ll take full accountability for the technical win, working hand-in-hand with Account Executives to lead customers toward success through expert storytelling, custom integrations, and hands-on problem-solving. Beyond closing deals, you act as a leader within the SE organization - owning strategic projects, testing alpha features, and building the scalable processes that help our entire team level up. This is a high-impact, remote role that requires a proactive leadership mindset and the flexibility to travel up to 75% of the time across the UK, with our London office serving as your home base. 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. In this role, you will: - 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. - Facilitate live proof-of-concept trials for prospective customers including hardware installation in and around vehicles and/or equipment ensuring prospects understand - and are fully utilising - the Samsara platform. - Work closely with Product Management, and other relevant teams, to help develop the Samsara platform. - Respond to functional and technical elements of RFIs/RFPs. - Be organised and analytical, and eliminate sales obstacles using creative and adaptive approaches. - Demonstrate comfort working for a dynamic technical organisation 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. - Partner with account executives to plan, prepare, and execute strategic deals in complex sales cycles. - Discover customer processes, needs and pain, translate that understanding to become a welcomed trusted advisor. - Successfully match customer pain points and required capabilities to proposed solutions. - Contribute to the team via technical and industry knowledge, training, etc. - 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 of experience in customer-facing roles and 3+ years of pre-sales experience - Experience with Enterprise sales cycles or equivalent - Consistent track record selling complex solutions - Clinical execution of discovery, through to POV, and technical win. - Understand and appreciate value selling, and MEDDICC, Command of the Message. An ideal candidate also has: - Previous hands-on experience with customer evaluations and deployments - Well-versed in one of the following: cloud software, IOT, networking, SaaS, automation, and control systems - Experience with integration projects. At minimum comprehend RESTFul APIs. A plus for scripting (Python, javascript, etc.) experience - IoT, hardware gadgets, vehicles, or general tinkering experience (work or hobby) a plus - Experience working with Fleet, Logistics, Supply Chain, Telematics, Manufacturing, or general operations background a plus 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.

Role Description Q2 Impact is hiring to support the build-out of a browser-based, AI-powered training and decision-rehearsal simulation platform focused on counter-unmanned-aircraft (C-UAS) and protective-operations scenarios. The platform is moving from a single-scenario prototype into a multi-scenario, commercially viable product. You will join a small, senior implementation team reporting to the Q2 Impact Principal / Architect. As Solutions Systems Engineer you are the customer-facing and content backbone of the platform: - Own the C-UAS lexicon and common terminology. - Drive scenario authoring and customer pilots. - Ensure the after-action review surfaces meaningful doctrine gaps. - Work alongside the Principal in client pitches and live demos. - Feed customer requirements back into the engineering backlog. Qualifications - Active TS/SCI clearance. - Systems-engineering or solutions-engineering background with strong customer-facing and pre-sales instincts. - Working knowledge of C-UAS / counter-drone, air defense, or protective-operations doctrine and concepts of operation. - Demonstrated ability to translate operational doctrine and legal authorities into clear, structured written reference material. - Familiarity with the legal and policy framework governing UAS response across U.S. federal, state, and host-nation jurisdictions. - Strong live-demo, briefing, and stakeholder-management skills. Requirements - Build and maintain the authoritative C-UAS terminology document. - Surface and resolve lexicon inconsistencies that confuse demo audiences. - Improve how the AAR surfaces areas for improvement by mapping specific player decisions to specific doctrine gaps. - Author per-decision 'why this matters' cards connecting choices to real-world doctrine and historical precedent. - Define the AAR rubric for gap categories such as authority misuse, coordination failure, premature or delayed escalation, and jurisdictional error. - Drive demo readiness for priority scenarios (e.g., embassy / protective crisis response, large public events, critical infrastructure, airports, border security). - Author customer-specific scenarios using the platform's LLM scenario-generation tooling and rapid design templates. - Develop additional scenario types including crowd-violence / protest, embedded-advisor, diplomatic-negotiation, and resource-allocation gamification scenarios. - Ensure scenario policy citations resolve correctly across federal, state, and host-nation jurisdictions. - Build jurisdictional traps for OCONUS scenarios. - Validate pricing and packaging in live engagements. - Develop target-client segmentation across U.S. Government, allied governments, and commercial / private sector. - Attend client pitches with the Principal, run live demos, capture client-specific requirements, and run post-demo AAR walkthroughs. Benefits - Remote work with participation in client pitches and live demos as required. - Initial six-month term, renewable. SkillBridge transition timing can be accommodated for transitioning service members. - Part-time advisory baseline scaling with active pilots and engagements. - Compensation commensurate with experience (DOE) with a success-based structure. - W-2 path is salary-equivalent at the client's terms. Company Description Join Q2IMPACT: - A dynamic group of professionals with diverse backgrounds and expertise, committed to delivering high-quality results and making a meaningful impact in communities around the world. - An opportunity to lead and shape a growing firm that has a solid reputation in the industry and is poised for further expansion. - A chance to work across development, diplomacy, and defense sectors, with a broad portfolio of projects and clients. - A supportive and inclusive culture that values innovation, excellence, and collaboration. Working Conditions & Required Equipment The consultant will work in a professional office environment and will utilize standard office equipment, including a computer and telephone. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions in accordance with applicable law.