Director, Sales Engineering - SE Desk

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, and Equipment Monitoring. 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.

About the role:

As a Sales Engineering leader at Samsara, you’ll be building and looking after a diverse team of SE’s working together to bring our unique connected operations technology to our customers.  As a Director for the “SE Desk” Team, your goal will be to provide a highly available, technically proficient, and scalable presale resource to assist Samsara’s Sales Team with prospect engagements. SE Managers reporting to you will be responsible for meeting aggressive hiring plans, maintaining a strong set of organizational KPI’s, and aligning closely to internal stakeholders to deliver on SLA’s. SE’s on your team will assist with general Q&A, product demonstrations, product and industry expertise, software and hardware integration activities, NPI activities, PoC installations, and more based on sales need. Your team’s work will directly contribute to a cleaner, more efficient and productive supply chain by creating safer roadways, reducing fuel consumption and emissions, and providing a consolidated platform for connecting operations.  Daily customer engagements include conversations around how IoT can positively impact logistics management, workplace safety programs, fleet maintenance strategies, global asset management, and regulatory compliance.  SE’s in your organization will develop a thorough understanding of the application of IoT hardware and sensors, hands-on hardware installation strategies, managing data collection over carrier networks, presenting a robust cloud infrastructure, and building third-party system integrations (via our open API) to ensure the best technical solution is presented to Samsara customers.

This is a remote position based in the United States. Relocation assistance will not be provided for this role. 

In this role, you will:

• Build and lead Samsara’s “SE Desk” Sales Engineering organization covering North America, maintaining a multi-year forward looking plan for scaling the program. 
• Develop and lead an inclusive, engaged, and high performing organization
• Lead from the front in high-impact situations, serving as a thought leader and executive sponsor for the SE Desk service offering
• Own your organizations’ performance against all sales goals and ensure cross-functional partnerships are productive and efficient
• Develop strategies and processes that enable our Sales Engineering organization to scale, engaging leadership and stakeholders to build consensus
• Support any technical escalations that may arise from your organization’s presales activities (product issues, feature requests, etc.)
• Sample the customer experience by installing, testing and using the gear you are selling
• 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 team

Minimum requirements for this role:

• 4-year degree from an accredited university
• 5+ years of experience managing a technical team, ideally in a sales engineering capacity
• Proven success in hiring, developing, and retaining diverse talent
• Experience creating scalable and consistent feedback loops enabling your Management Team to participate in process improvements and scaling activities
• Ability to construct and evaluate robust SE coverage ratios based on Sales need across different segments globally.
• Experience building processes and integrating software tools to measure organizational performance 
• Experience prioritizing feedback fr