Sales Engineer

Description:

Samsara — a global leader in the Connected Operations™ Cloud — is seeking a dynamic Sales Engineer, EMEA Specialists to join its rapidly growing team. This role is designed for a technical expert passionate about IoT, cloud software, and innovative emerging technologies that are transforming industries such as logistics, manufacturing, construction, transportation, and field services.

As part of Samsara’s EMEA sales team, the Sales Engineer will act as a strategic technical leader, driving product adoption and scaling Samsara’s emerging product lines across enterprise accounts. The successful candidate will serve as the key technical liaison between customers, sales teams, and product groups, ensuring successful proof-of-value implementations and long-term client satisfaction.

This remote position requires up to 50% travel across the EMEA region for client engagement, demonstrations, and events.

Key Responsibilities

1. Technical Leadership and Sales Enablement

• Lead the technical qualification process to ensure product fit and customer alignment.

• Drive and execute trials and proof-of-value (POV) engagements to demonstrate product impact.

• Serve as the technical expert during complex enterprise sales cycles, influencing technical strategy and solution design.

• Collaborate with senior Account Executives to develop and close multi-million-dollar, multi-product enterprise deals.

2. Product and Market Expansion

• Work closely with Product and GTM (Go-to-Market) teams to scale Samsara’s emerging product lines.

• Gather field insights and customer feedback to shape product direction and improve the value proposition.

• Develop scalable technical frameworks, case studies, and best practices for internal sales enablement.

3. Customer Engagement and Discovery

• Conduct in-depth discovery sessions to understand customer operations, challenges, and requirements.

• Translate complex customer needs into tailored technical solutions that drive operational improvement.

• Deliver engaging technical presentations, product demos, and live trials both on-site and remotely.

4. Implementation and Proof of Value (POV)

• Facilitate hands-on trials, including hardware installation in vehicles or equipment, ensuring customers fully experience Samsara’s platform value.

• Collaborate with cross-functional teams to support customer onboarding and technical success.

• Analyze trial outcomes and provide actionable insights to influence customer decision-making.

5. Collaboration and Continuous Improvement

• Partner with Product Management and Marketing to improve feature sets, messaging, and launch strategies.

• Act as a technical evangelist representing Samsara’s emerging products across conferences, webinars, and industry events.

• Support SE team development through training, mentorship, and knowledge sharing.

Requirements

• Experience: Minimum 5+ years in a customer-facing technical role and 3+ years in pre-sales.

• Sales Expertise: Proven track record of success in enterprise or strategic sales cycles, ideally with deals exceeding $1M.

• Technical Knowledge:

  • Experience with IoT, SaaS, networking, automation, or data analytics technologies.

  • Familiarity with RESTful APIs, integration projects, and scripting languages (Python, JavaScript) is a plus.

  • Working knowledge of big data platforms such as Databricks or Apache Spark preferred.

• Soft Skills: Strong communicator capable of engaging with C-suite executives and influencing strategic decisions.

• Methodologies: Understanding of value-based selling and frameworks such as MEDDICC.

• Leadership: Comfortable working in fast-paced, evolving environments with minimal structure or established playbooks.

Ideal Candidate Profile

• Proven experience introducing and scaling new or emerging products in key markets.

• Strategic thinker with the ability to act as a peer-level advisor to senior account executives.

• Background in regulated industries or environments with compliance complexities.

• Passion for solving real-world operational challenges through technology.

• Enthusiastic about IoT devices, connected vehicles, or automation systems — whether professionally or as a hobby.

Benefits

• Competitive total compensation package including salary, performance incentives, and equity options.

• Remote and flexible working model, with access to modern collaborative offices if desired.

• Comprehensive health benefits and wellness programs.

• Career growth opportunities in a fast-scaling global technology organization.

• Inclusive work environment focused on diversity, innovation, and team success.