• 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 • Hire, develop and lead an inclusive, engaged, and high performing Sales Engineering team • Manage individual and team performance ensuring our partnership with sales, product, support and customer success teams are productive and efficient • Work with Regional Sales Managers on account planning, strategy and sales call activity • Manage escalations (product issues, feature requests, etc.) in a pre-sales environment • Participate in customer / prospect calls as a trusted advisor • Partner with other Sales Engineering leaders to improve the overall Sales Engineering organization at Samsara

• Lead Strategic Enterprise Discovery: Run complex, multi-stakeholder technical discovery sessions with Enterprise and Strategic buyers—including VPs of Customer Experience, Contact Center Leaders, CTOs, and IT Leads—to deeply understand their contact center architecture, compliance mandates, and operational goals • Design and Deliver High-Impact Demos: Anchor the pre-sales cycle by presenting customized, value-driven demonstrations and Proofs of Value (POVs). You will map technical capabilities to primary business outcomes, proving the impact on full conversation automation, AHT reduction, CSAT optimization, QA automation ROI, and conversion rate optimization • Build and Scope AI Agents: Get hands-on within the Observe.AI platform to scope, design, and build sophisticated AI Agents (Customer-Facing Voice/Chat Agents, and AI Copilots) that simulate real-world enterprise environments • Showcase Advanced AI Capabilities: Demonstrate intent recognition and interaction categorization using foundational LLMs and domain-specific models; Highlight automated call quality scoring using hybrid approaches (LLM-as-a-Judge, rule-based AutoQA models); Showcase Agentic capabilities including call summarization, compliance checks, sentiment • Develop Next-Generation Demo Assets: Build out robust, enterprise-grade demo flows that highlight next-best action triggers for real-time agent enablement (Companion Agents) and knowledge surfacing using Retrieval-Augmented Generation (RAG) • Navigate Complex Architectures: Position our solutions within intricate enterprise tech stacks, advising prospects on how our AI Agents integrate seamlessly with their existing CCaaS platforms, CRM systems, and telephony infrastructure • Act as a Strategic Advisor: Educate and advise customers on implementing AI Agents for real-world automation, successfully navigating the security and compliance hurdles inherent to regulated industries (e.g., financial services, healthcare, insurance) • Drive Product Innovation: Collaborate closely with Product and Engineering teams, acting as the voice of the Enterprise customer to continuously introduce market feedback and new technological requirements into roadmap conversations • Ensure Pilot Success: Serve as the definitive technical authority during POCs, ensuring that the success criteria for AI Agents, Companion Agents, Operations Agents, post-call quality automation, and agent performance insights are definitively met

• Run demos and scope PoCs alongside our AEs, from first technical call through to closed-won • Translate customer problems into Soda solutions, and translate Soda's capabilities into the customer's language • Build custom demos, sample pipelines, and PoC environments that show real value • Own product, technical, and security responses on RFPs and RFIs • Support customers through evaluation, purchasing, and implementation • Be the technical voice in the room - with Data Engineers, Heads of Data Platform, and Chief Data Officers • Feed product and engineering the signal from the field - what's winning, what's losing, and why • Travel occasionally to customer sites, team offsites, and conferences • Wear many hats - it's a startup, you'll touch every stage of the sales cycle

• Run demos and scope PoCs alongside our AEs, from first technical call through to closed-won • Translate customer problems into Soda solutions, and translate Soda's capabilities into the customer's language • Build custom demos, sample pipelines, and PoC environments that show real value • Own product, technical, and security responses on RFPs and RFIs • Support customers through evaluation, purchasing, and implementation • Be the technical voice in the room - with Data Engineers, Heads of Data Platform, and Chief Data Officers • Travel occasionally to customer sites, team offsites, and conferences • Wear many hats - it's a startup, you'll touch every stage of the sales cycle