Director, Pipeline Programs

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, Equipment Monitoring, and Site Visibility. 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. 

Recent awards we’ve won include:

Glassdoor's Highest-Rated Tech Companies for Culture and Values 2023

Great Place To Work Certified™ 2023

Best Place to Work by Built In 2023

Financial Times The Americas’ Fastest Growing Companies 2023

Deloitte Fast 500 Companies

We see a profound opportunity for data to improve the safety, efficiency, and sustainability of operations, and hope you consider joining us on this exciting journey. 

About the role:

Samsara is looking for an experienced leader to build the Pipeline Programs function. This team will set an overarching pipeline strategy, creating programs and playbooks that enable sellers to successfully and efficiently create quality pipelines, drive revenue growth, and maximize profitability. This role combines the creative process of designing prescriptive playbooks and strategies, with the business leadership of operationalizing them to ensure successful execution and results.

You are right for this role if you are comfortable analyzing data, working with sales to understand their pipe generation and progression needs, prescribing and prioritizing solutions to meet business problems, and working cross functionally with Growth Marketing, Business Operations, Product Marketing, Enablement, and others to deliver programs that meet sales team's needs and measure results.

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.
• 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 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 culture means you’ll be surrounded by the best and challenged to go farther than you have before. 
• You are a team player: At Samsara, sales is a team sport. We help each other out by sharing best practices and focus on winning as a team.

Click here to learn about what we value at Samsara. 

In this role, you will: 

• Work with sales and marketing stakeholders to align on high-level business priorities for the quarter and year
• Analyze sales performance and health of the business to create programs addressing pipeline gaps, productivity gaps, and market penetration strategies
• Synthesize data and create programs to address gaps in the business, bringing in cross-functional teams as needed
• Delivers compelling & impactful programs to large & diverse audiences of sellers; comfortable presenting to large groups
• Operationalize the program from start to finish, including management of the execution across multiple cross-functional teams, delivery, follow-up, and measurement of success post-launch
• Create and maintain key assets supporting sales plays, training materials, on-pagers, FAQs, etc.
• Collaborate with Enablement teams to integrate sales plays into seller readiness
• Analyze pipeline health, establish pipeline generation t