Associate Specialist Sales Engineer

Job description

About this role

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.

Responsibilities

• - Drive GTM Strategy for Emerging Tech: Act as the primary technical authority for new products entering the Mid-Market segment, ensuring the sales motion is repeatable and scalable.
• - Bridge Product & Field Engineering: Serve as a high-frequency feedback loop between Product Management and the SE Org, translating technical edge cases into product requirements and beta opportunities.
• - Master the "Command of the Message": Enable Account Executives (AEs) and SEs to lead with value-based discovery, helping them pivot from "features" to "strategic outcomes" for new technologies.
• - Scale Technical Knowledge: Create and deliver high-impact enablement content, including "Golden Demo" environments, technical whitepapers, and competitive battlecards for the MM sales tier.
• - Operationalize Adoption: Track the technical health of new product launches by monitoring proof-of-concept (POC) success rates and identifying common friction points in the deployment process.

Qualifications and requirements

• - Technical Foundation: BS in Engineering (Electrical, CS, Mechanical, Industrial) or equivalent practical experience in industrial IoT or SAAS space.
• - Pre-Sales Excellence: 2+ years of experience in a customer-facing technical role (SE, Solutions Architect, customer/product support, or equivalent).
• - Strategic Sales Acumen: Familiarity with structured sales methodologies (e.g., Command of the Message, MEDDPICC) and the ability to coach others on these concepts.
• - Technical Aptitude: You possess a strong technical curiosity and the ability to quickly master new physical technologies, whether that’s vehicle diagnostics (OBD-II/J1939), industrial sensors, or API workflows. You are comfortable moving between the "physical" world of hardware and the "digital" world of cloud software.
• - Project Leadership: Ability to manage cross-functional initiatives without direct authority, specifically moving products from "Early Access" to "General Availability."