Sales Strategy Lead at Samsara - $225K + Equity in Columbus

About This Role

This role will join the New Products Sales Strategy org to lead our BizOps & Strategy team. This role will partner closely with our Specialist Sales Leadership and cross-functional teams to shape a deep end-to-end understanding of our business across our new products portfolio. Responsibilities include:

• Driving the vision and prioritization for how to scale a specialist sales organization over a multi-year horizon
• Building the infrastructure to shape global executive reporting and success criteria
• Driving executive and C-level narratives on new product and specialist performance
• Owning and driving strategic initiatives across the team and cross-functional partners

This role serves as the trusted thought partner of our sales leadership and is seen as the business and strategy expert by our executive leadership team and cross-functional stakeholders. You will oversee a team of analysts as a people manager.

This role is cross-functional, working closely with leadership from across the business to develop long-term sales strategies, assess market needs & gaps in current products/systems, align on cross-functional investments and AOP annual planning, and manage in-year execution and track progress over time.

This is a remote position open to candidates based in the United States.

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, reduce emissions, and most importantly, ensure workers return home safely.
• You are the architect of your own career: If you put in the work, this role won't be your last at Samsara. We set up our employees for success and have built a culture that encourages rapid career development, countless opportunities to experiment and master your craft in a hyper-growth environment.
• You're energized by our opportunity: The vision we have to digitize large sectors of the global economy requires your full focus and best efforts to bring forth creative, ambitious ideas for our customers.
• You want to be with the best: At Samsara, we win together, celebrate together, and support each other. You will be surrounded by a high-calibre team that will encourage you to do your best.

In This Role, You Will:

• Act as the strategic BizOps owner of the Specialist Sales org and global New Products Performance, developing a deep understanding of customer segments, sales performance, product-market fit, GTM motions, competitive landscape, and operational drivers to identify key levers for growth.
  • Represent the voice of the New Products business segments, synthesizing field feedback and market intelligence to inform broader company strategy, product and GTM 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 rethinking account team structures, new pricing or revenue models (e.g., consumption), etc.
  • Work iteratively and with urgency to drive value quickly.
• Serve as the trusted advisor to Specialist 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.
  • Own key metrics definitions and shape reporting strategy and goal-setting for New Products globally.
  • Support Long Range and Annual Planning motions, representing New Products & Specialist Sales in close partnership with central Finance and Planning teams.
  • Drive cross-functional efforts on quarterly new product reforecasts at the segment × region × product grain, in partnership with Planning and Finance teams.
• Work across New Products Pods — in partnership with embedded New Products Sales Strategy Pod Leads — to drive scaled tooling, reporting, and intelligence to support product-specific activation strategies and growth.
  • Drive centralized reporting & tooling.
  • Provide deep-dive analyses and recommendations.
  • Partner on complex multi-product priorities or initiatives which cut across Pod focus areas.
• Build deep relationships with Generalist Sales & GTM Leadership and act as a champion for new products adoption & activation.
  • Drive reporting and tooling to give Generalist Sales Leadership greater visibility into their teams' new products performance.
  • Drive metrics for Generalist new product adoption and establish infrastructure to track, report, and improve seller adoption.
  • Work with cross-functional teams to coordinate programs and activations to support AE engagement on new products sales plays.
• 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.

Minimum Requirements for the Role:

• 8–12 years of experience in Sales Strategy & Operations, GTM Strategy, Consulting, Finance, Business Operations, or another analytical role.
• 2+ years of experience managing high-impact teams: proven experience helping teams grow and scale impact and responsibility.
• Kind and collaborative orientation, energized by working with many different types of people from many teams.
• Highly organized with exceptional attention to detail and the ability to manage multiple projects on a tight deadline.
• Strong operational excellence and experience scaling teams, processes, and systems.
• High agency: willing to put hands to keyboard, own outcomes, and drive action — ability to assess what can be directly impacted vs. what cannot.
• Strong analytical and logical reasoning skills; deep sense of curiosity.
• Experience building trusting relationships and influencing others, including executive audiences.
• Self-starter who thrives and can multitask in fast-paced and often ambiguous environments; enthusiastic about improving efficiencies. Bias for action.
• Strong presentation skills, able to convey complex ideas clearly and concisely both verbally and in writing; comfortable in business and technical discussions. Ability to synthesize a broad set of information into a cohesive narrative.

An Ideal Candidate Also Has:

• MBA preferred.
• Experience at a high-growth B2B AI or SaaS company.
• Experience working with large data sets and leveraging Databricks, BigQuery, SQL, or similar tools.
• Experience leveraging AI tools to deliver at an accelerated pace (Cursor, ChatGPT, Gong, etc.).
• Experience in GTM Strategy, with a focus on new products.
• 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.

The range of annual base salary for full-time employees for this position is listed below. Please note that base pay offered may vary depending on factors including your city of residence, job-related knowledge, skills, and experience. Learn more about our total rewards and benefits below.

Annual Base Salary: $126,000 – $225,000 USD