Mid-Market AE at Samsara - $190K OTE + Equity in Columbus
Career & Market Insight
This is a mid-market Account Executive role at a high-growth, recently-public IoT company (NYSE: IOT), targeting the Northeast US territory. It's a strong opportunity for sales professionals looking to level up from SMB into midmarket or solidify their midmarket credentials.
Compensation vs. Market: The OTE of $152,000–$190,000 USD is above-market for mid-market AE roles in the Northeast. Industry benchmarks for this level typically range from $120K–$160K OTE, making Samsara's package competitive. Top performers can exceed the listed range, and equity in a public company adds meaningful upside.
Skills Developed:
- Complex B2B sales cycles with multi-stakeholder management and executive-level selling
- IoT/SaaS solution selling in industrial verticals (logistics, agriculture, construction)
- High-volume outbound prospecting and pipeline generation
- POC management and technical sales negotiation
Green Flags: Samsara has a strong brand, differentiated product, and serves recession-resistant industries. The role offers equity, a clear high-performance culture, and genuine career progression into enterprise AE or sales leadership.
Yellow Flags: The #alwaysbeprospecting culture and emphasis on cold calling signals a high-intensity environment. Quota accountability is central — this is not a role for those seeking work-life balance as a priority. The 25% travel requirement adds lifestyle considerations.
Best suited for: ambitious sales professionals with 2–5 years of closing experience who want to accelerate earnings and build a resume at a recognizable public-company brand in the IoT space.
Headquarters: Remote - MA; Remote - RI
Who We Are
Samsara (NYSE: IOT) is the pioneer of the Connected Operations™ Cloud, 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 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
This is a dynamic, high-energy role in which you will bring the Internet of Things to mid-sized customers, building Samsara's business and delivering the benefits of sensor data to customers. Typical sales will be $20k to $100k, and involve POCs, multiple stakeholders, managing trials, multi-faceted pricing negotiations, and selling to executives and CXOs.
This role is open for candidates residing in the following US states: Maine, New Hampshire, Vermont, Massachusetts, Rhode Island, Connecticut, New Jersey, New York, Pennsylvania, Washington DC, Maryland, Delaware. The role requires travel approximately 25% of the time.
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.
- Your mantra is #alwaysbeprospecting: The world of operations is vast. Your customers are often out in the field and the best way to reach them is live on the phone. Samsara's top reps do constant research to find companies and contacts to expand their pipeline.
- 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 are a life-long learner: Samsara sales are complex. You will need to learn about businesses where you previously had little knowledge. The payoff is big, but you have to be willing to put in the work.
- 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 Sales culture means you'll be surrounded by the best and challenged to go farther than you have before.
Minimum Requirements for This Role:
- 2+ years of experience in a full-cycle, closing sales role
- Experience independently closing new deals larger than $10,000 in annual revenue
- Must be located in one of the following states: Maine, New Hampshire, Vermont, Massachusetts, Rhode Island, Connecticut, New Jersey, New York, Pennsylvania, Washington DC, Maryland, or Delaware
An Ideal Candidate Has:
- Proven track record of consistent quota achievement
- Experience selling in the midmarket space — medium to large deal sizes
- Experience with high-volume cold calling
- Growth mindset and willingness to be collaborative with teammates and in the selling process
- Salesforce (SFDC) familiarity
Compensation
The compensation range shown spans approved pay zones for this role. Your primary work location determines the range applicable to you, which may be narrower than the full range displayed.
Annual on-target earnings (OTE) range for full-time employees: $152,000 – $190,000 USD. Actual compensation depends on your city of residence.
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.
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, and we are 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 regarding fraudulent employment offers, please visit our blog post here.
To apply: https://weworkremotely.com/remote-jobs/samsara-account-executive-mid-market-northeast
Frequently Asked Questions
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