Director GTM BizOps at Samsara | $265K+ Strategy Role in Columbus
Career & Market Insight
This is a high-leverage, senior individual contributor + people manager role at a post-IPO, high-growth IoT/SaaS company. Samsara (NYSE: IOT) is scaling rapidly, and the GTM Business Operations function sits at the intersection of strategy, analytics, and sales execution — a rare combination that builds a highly marketable skill set.
Compensation benchmark: The $148K–$265K base range is competitive for a Director-level Strategy/BizOps role. Top performers also receive equity in a publicly traded company and performance bonuses — total comp could reach $350K+ at the high end, well above the ~$180K–$220K median for Director of Sales Operations at comparable SaaS companies.
Skills developed here are in high demand:
- GTM strategy for Commercial/Mid-market segments — a transferable, highly valued skill in B2B SaaS
- Executive-level communication and C-suite influence
- Data tooling fluency: Salesforce, Databricks, SQL, Tableau, Gong — these are industry-standard stacks
- AI-driven forecasting and workflow automation — forward-looking skills with growing market demand
Green flags: Genuine ownership of a P&L-adjacent function, equity upside in a publicly traded company, and a company that explicitly differentiates pay for top performers. The role also involves people leadership, which accelerates VP-track career progression.
Potential red flags: The role requires 10+ years of experience but doesn't specify team size, which makes it hard to gauge management scope. The "urgency" language throughout the JD signals a high-pace environment — candidates should assess burn risk carefully. No relocation assistance suggests geographic flexibility expectations may be firm.
Who We Are
Samsara (NYSE: IOT) is the pioneer of the Connected Operations™ Cloud, a platform that enables organizations dependent on physical operations to harness Internet of Things (IoT) data to develop actionable insights and improve their operations. At Samsara, we help improve the safety, efficiency, and sustainability of the physical operations that power our global economy. Representing more than 40% of global GDP, these industries — including agriculture, construction, field services, transportation, and manufacturing — are the infrastructure of our planet, 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 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
The Business Operations team's mandate is to own the end-to-end understanding of our business in each of our vertical markets and set the strategy for how to grow it over the next three years. We identify the strategic levers for growth, align cross-functional teams, and drive towards high-impact outcomes. We report to executive and C-level leadership on the health and priorities of each market and act as trusted advisors and thought partners to our sales leaders.
Samsara is looking for a Director, GTM Business Operations to act as the thought partner to the sales leaders for the Commercial and Mid-market business segments and to drive towards outcomes that unlock exponential growth. This role acts as the expert on the end-to-end business health and strategy of these segments, with a deep understanding of everything from segment-level sales performance to developing the growth agenda with sales leaders.
This is a remote position open to candidates based in the United States. Relocation assistance will not be provided for this role.
In This Role, You Will:
Act as the strategic owner of the Commercial and Mid-market business segments, developing a deep understanding of customer segments, sales performance, product-market fit, competitive landscape, and operational drivers to identify key levers for growth.
- Represent the voice of the Commercial and Mid-market business segments, synthesizing field feedback and market intelligence to inform broader company strategy, product roadmap decisions, and customer-facing programs.
- Drive and track the execution of cross-functional investments within the business.
- Lead complex strategic projects with urgency and clarity, such as new segment launches or field productivity improvements.
- Work iteratively and with urgency to drive value quickly.
Serve as the trusted advisor to Commercial and Mid-market sales leadership, supporting annual and quarterly planning, territory design, goal setting & forecasting, performance reviews, sales metrics, and in-quarter execution to help teams consistently beat targets.
- Develop executive-ready presentations and recommendations, regularly briefing senior leadership and influencing high-impact decisions at the company-wide level.
- Identify and recommend improvements to optimize sales performance and help Sales leaders hit their number.
Own the rhythm of the business, including quarterly business reviews, monthly market updates, annual planning, and forecasting processes with a focus on insights, decision-making, and accountability.
- Own your own analytics and insights, independently pulling and transforming data across multiple sources (e.g., Salesforce, Databricks, Gong, Tableau) to uncover trends, diagnose root causes, and support data-driven decision making.
- Leverage AI and automation tools to accelerate impact, using capabilities such as AI-driven forecasting, workflow automation, and generative insights to improve operational efficiency, reduce manual effort, and uncover new growth opportunities.
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:
- 10+ years of experience in Consulting, Strategy, Finance, Business Operations, or Sales Strategy & Operations
- Ownership mindset with willingness to shape end-to-end outcomes of the market
- Experience building trusting relationships and influencing others, including executive audiences
- Experience working with executive leadership and partnering with sales leadership
- Highly organized with exceptional attention to detail and the ability to manage multiple projects on tight deadlines
- Strong analytical and logical reasoning skills; deep sense of curiosity
- Strong bias for action
- Able to convey complex ideas in a clear, concise manner both verbally and in writing
- Ability to coach and grow a team of highly motivated, highly skilled business operations associates and managers
- Bachelor's degree
Ideal Candidate Also Has:
- MBA preferred
- Experience at a high-growth B2B AI or SaaS company
- Has worked across large and dynamic markets
- Experience working with large data sets and leveraging Databricks, BigQuery, SQL, or similar
- Low ego, good sense of humor, and comfort with ambiguity
- Very dialed into driving impact and showing good judgment in picking the right initiatives to focus on
Compensation
The range of annual base salary for full-time employees for this position is below. Please note that base pay offered may vary depending on factors including your city of residence, job-related knowledge, skills, and experience.
Annual Base Salary: $148,680 — $265,500 USD
Total Rewards
At Samsara, we build for the people who keep the global economy moving. Our compensation program delivers above-market total compensation through a combination of base salary, performance-based bonus/variable pay, and equity (for eligible roles) in a high-growth public company. We meaningfully differentiate pay for our top performers, who have the opportunity to earn above-market compensation that can outpace the broader market over time.
Beyond compensation, we provide the foundations that enable long-term success: a flexible, employee-led remote model, a professional development stipend, comprehensive health and parental leave plans, and more. Learn more about our total rewards and benefits.
Flexible Working
At Samsara, we embrace a flexible working model that caters to the diverse needs of our teams. Our offices are open for those who prefer to work in-person, and we also support remote work where it aligns with our operational requirements. All offers of employment are contingent upon an individual's ability to secure and maintain the legal right to work at the company and in the specified work location, if applicable.
Belonging at Samsara
At Samsara, we welcome everyone regardless of their background. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender, gender identity, sexual orientation, protected veteran status, disability, age, and other characteristics protected by law.
Accommodations
Samsara is an inclusive work environment committed to ensuring equal opportunity in employment for qualified persons with disabilities. Please email [email protected] or click here if you require any reasonable accommodations throughout the recruiting process.
Our Commitment to Authenticity
We use Tofu, a fraud detection tool, to validate the authenticity of applications and protect against identity fraud. Please see Samsara's Candidate Privacy Notice for more information.
Fraudulent Employment Offers
Samsara is aware of scams involving fake job interviews and offers. Please know we do not charge fees to applicants at any stage of the hiring process. Official communication about your application will only come from emails ending in @samsara.com, @us-greenhouse-mail.io, or @mail3.guide.co. For more information, please visit our blog post here.
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