Role Description As an Account Executive, you own deals from the qualified meeting through close. You will run the full cycle for ListerLeo, our high-velocity SaaS product, and partner with the Head of Sales on larger Upstream and partner deals. This is a builder's seat on an early team: you will help shape the playbook and the motion, not just execute someone else's. What you'll sell - Two platforms, two motions: - ListerLeo: a high-velocity SaaS product sold to auction houses, liquidators, and estate-sale operators — short cycles, fast decisions, owner-operated buyers. - Upstream: a higher-value, consultative sale to brands, retailers, and 3PLs recovering value from returns and overstock — fewer deals, larger contracts, longer cycles. What you'll do - Own the full cycle: - Manage the complete deal process for ListerLeo, from discovery and demo through evaluation, negotiation, and close. - Run discovery and demos: - Lead consultative discovery to surface each operator's pain and deliver tailored ListerLeo demonstrations that connect the product to their workflow. - Build and manage pipeline: - Keep a disciplined, accurately staged pipeline in HubSpot with maintained next steps, and hold 3–4x pipeline coverage against quota. - Forecast accurately: - Report pipeline health and forecast revenue with rigor; no surprises at the end of the month. - Hit quota: - Consistently meet or beat monthly and quarterly new-business targets. - Support Upstream deals: - Partner with the Head of Sales on larger returns and liquidation opportunities, contributing discovery and commercial work as those deals develop. - Partner cross-functionally: - Collaborate with SDRs on qualification and targeting, and with Customer Success on a clean post-sale handoff that sets up retention and expansion. - Sharpen the playbook: - Contribute objection handling, demo flow, and competitive positioning as we refine how we sell. What success looks like - First 30 days: - Demo-certified, CRM and pipeline set up, working your first SDR-sourced meetings at roughly 50% quota. - 60 days: - Running the full discovery-to-close cycle with an accurate forecast at roughly 75% quota. - 90 days and beyond: - At full quota, contributing to the playbook, and supporting your first Upstream opportunities. How you're measured - Quota attainment (the primary metric) - Win rate (SaaS benchmark 15–25%) - Average deal size - Sales-cycle length - Pipeline coverage Qualifications - 2–5 years closing B2B SaaS, ideally in a high-velocity SMB or mid-market motion. - A demonstrated track record of meeting or beating quota with a repeatable, self-sourced and SDR-fed pipeline. - Strong discovery and demo skills; you can run a full sales cycle independently and sell on value, not price. - Disciplined CRM, pipeline, and forecasting habits (HubSpot preferred). - Comfort selling to owner-operators and SMB buyers, and the adaptability to flex into a more consultative motion for larger deals. Nice to have - Background in recommerce, auctions, marketplaces, logistics, returns, or warehouse software. - Experience carrying both a transactional SMB product and larger, more complex deals. Compensation - On-target earnings: $140,000, uncapped with accelerators above quota. Base $65,000–$80,000 (target $70,000), roughly a 50/50 base-to-variable mix. - Commission: approximately 11% of annual contract value on new business; quota is set at roughly 5x OTE (about $700,000 in new ARR). - Ramp & benefits: a graduated quota over the first three months, plus health, dental, vision, equity eligibility, and flexible PTO. Location & travel - Austin, TX or remote within the US. - Occasional travel for onsites, customer visits, and industry events. How we work - Early team, real ownership, and a direct line to leadership. - You will influence how the sales motion is built and have room to grow as the team scales.

• Cold calling to acquire new customers • Contacting prospective customers by phone and in person • Confidently presenting the offering • Conducting conversations with the clear objective of acquiring new customers

Role Description - Communicate via cold calls/emails/social media/in-person meetings with SMB prospects. - Manage and nurture relationships with Clients and AWS. - Design, build, and test new outreach and nurture campaigns. - Drive net new customer acquisition and scale existing client base. - Coordinate closely with content, marketing, and lead generation providers. - Drive revenue by winning new services business and/or expanding existing engagements. - Attend cloud workshops and training to boost specific skills and possible certifications around cloud, Kubernetes, and DevOps. - Engage with AWS and other partners at the tactical and strategic level. Qualifications - 5+ years of B2B sales experience selling complex cloud solutions and/or DevOps consulting. - Experience selling AWS and related services is required. - Great verbal communication and presentation skills. - Assist with crafting proposals, SOWs, negotiating contracts, deliverables, and pricing. - Enthusiasm to work in a startup environment and ability to be cross-functional. - Possess natural curiosity and excitement to learn new technology, sell, and succeed as an individual and as a team. - Proven track record of sourcing and closing $500K+ ARR deals successfully. - Ability to travel 10-25% of the time. - Technical background in DevOps or Cloud is preferred. - Bachelor’s Degree is preferred. Benefits - Medical Insurance for you and eligible dependents. - 401k plan with company match up to 4% and immediate vesting. - Competitive phantom equity. - Company issued laptop. - Dental and Vision insurance. - Term Disability Insurance. - Term Life Insurance. - Flexible Spending Account. - Equipment & Office Stipend. - Annual stipend for Learning and Development. - Unlimited Paid Time Off. - 10 Paid Holidays.

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: The Canadian Major Account team is working together to help our clients achieve their sustainability, safety and efficiency goals. We are working closely with Canada’s largest employers to make a positive impact on their operations. 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: - Own customer engagements end-to-end, from prospecting, qualification and trial to close - Leverage Samsara’s award winning Business Value, Customer Success Management and Leadership teams to effectively close large complex opportunities - Generate pipeline through strategic outbound prospecting, as well as receive leads from our account development team - Target Eastern Canada’s largest operational customers - 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 senior SaaS sales role - Proven track record of consistent quota over-achievement - Experience handling and owning large complex deals - Comfortable in a rapidly changing, high-growth tech environment - Excellent communication and negotiation skills - High comfort closing transactions of up to $1M+ ACV in size - Experience with building out a new territory and acquiring new high value target accounts An ideal candidate also has: - Thirst for learning - Ability to relate to clients at all levels of an organization - Ability to quarterback a large geographically dispersed team Annual on-target earnings (OTE) for full-time employees for this position is below. Learn more about our total rewards and benefits below. Annual OTE Salary $396,000—$396,000 CAD 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.