• Own and scale the end-to-end sales operating model across all sales motions. • Establish and enforce strong pipeline management, deal stages, and forecasting discipline. • Improve forecast accuracy and sales cycle time through data-driven insights and operational rigor. • Act as a strategic advisor to the CCO and commercial leadership team. • Lead enterprise-level RFP and RFI strategy and execution, serving as a senior escalation point for complex opportunities. • Partner with Sales to shape deal strategy, positioning, and win themes aligned to PBM buyer requirements. • Interface directly with executive-level customers and prospects during strategic deal cycles. • Own Salesforce data integrity, reporting, and analytics across pipeline, forecast, and performance metrics. • Deliver executive-ready dashboards and insights to support decision-making and prioritization. • Define and implement best practices for scalable sales operations and reporting. • Design and implement repeatable, automated sales processes that improve efficiency and consistency. • Lead and mentor a small Sales Operations/RFP team in a hands-on, player-coach capacity. • Champion responsible, practical AI adoption that improves efficiency without sacrificing accuracy or compliance.

• Shape product strategy and roadmap, including bringing market and competitive insights, as well as direct user feedback to help Product and Engineering teams prioritize. • Design and execute commercialization strategies for products coordinating across a broad cross-functional team of Product, Marketing, Sales, and Engineering. • Build data-driven analyses and track indicators to understand the success of user launches, and make recommendations to help users ramp post launch. • Identify and work with a cross-functional team to implement new ways to better scale and execute future user launches. • Define and iterate on customer segmentation, product positioning, and pricing models for new products. • Partner closely with Sales and Marketing teams to set targets, make plans and execute tactics that drive deal pipeline creation, and user launches and ramps. • Make recommendations to drive product adoption and revenue growth based on data-driven analyses and user feedback. • Track projects, timelines and commitments on internal projects and customer deliverables.

• Drive strategic planning initiatives to support Samsara’s long-term growth in partnership with Sales Leadership, Business Operations, Sales Operations, Finance, Marketing, and other cross-functional teams • Develop insights and own analytical models that inform long-term and annual planning • Guide Sales leaders through planning and strategic project outputs, incorporating their feedback, and guiding execution • Prepare executive-level presentations, analyses, and talking points as part of planning and strategic project work • Collaborate across Samsara, building trusted relationships across organizations and functions to create “connective tissue” between cross-functional teams • Identify risks to growth goals and develop action plans to mitigate those risks • 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

• Drive strategic planning initiatives to support Samsara’s long-term growth in partnership with Sales Leadership, Business Operations, Sales Operations, Finance, Marketing, and other cross-functional teams • Develop insights and own analytical models that inform long-term and annual planning • Guide Sales leaders through planning and strategic project outputs, incorporating their feedback, and guiding execution • Prepare executive-level presentations, analyses, and talking points as part of planning and strategic project work • Collaborate across Samsara, building trusted relationships across organizations and functions to create “connective tissue” between cross-functional teams • Identify risks to growth goals and develop action plans to mitigate those risks • 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