• Stand up the Retail AI GTM Pod to surface, qualify, and scale AI applications • Serve as the production engine for ideas surfacing through the pod and field • Lead technical discovery to determine the most efficient path for problem statements • Maintain and execute against a technical scrum board, operating on defined sprint cycles • Coordinate integration efforts to map vertical AI outputs into core GTM platforms • Design and enforce security controls for Retail AI applications • Contribute to cross-functional AI coordination cadences connecting teams across Toast

• Design, position, and present Palo Alto Networks solutions, including NGFW, Prisma/SASE, Cortex, and related technologies. • Support the sales team throughout the entire opportunity lifecycle. • Deliver technical presentations, product demonstrations, and Proof of Concept (PoC) engagements. • Analyze customer requirements and translate them into tailored security architectures and technical solutions. • Collaborate with strategic partners to drive business growth and generate new opportunities. • Participate in enablement activities, training sessions, and demand-generation initiatives. • Identify business opportunities through technical expertise and market knowledge. • Work closely with Business Development Managers (BDMs) to define sales strategies and commercial priorities.

• Serve as the technical expert during the sales process, demonstrating the platform’s capabilities and value proposition. • Lead customised demos, workshops, and test / POCs that are tailored to each client’s needs. • Organise sessions that demonstrate how the platform delivers tangible benefits and helps progress their journey in the sales lifecycle. • Collaborate closely with the product team to translate customer needs into actionable feedback and potential feature enhancements. • Evaluate client requests which sit outside product scope and manage client expectations. • Delivery of product trials end-to-end including liaising with clients, collecting key client data and technically setting up their trial account. • Lead responses to RFPs and RFIs, and assist in drafting the technical aspects of proposals tailored to client requirements. • Act as a trusted advisor to clients, helping them optimise commercial processes using the Streem platform by suggesting best practices and sharing successful client examples. • Serve as the first point of assessment for prospect product extensions by evaluating new feature or functionality requests, assess business impact, and provide recommendations.

• 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