Specialist Seller, Enterprise Core (AI Products)

About the Role

Samsara is seeking a high-impact, strategic seller to lead the go-to-market execution for our newest frontier: AI Products. As a Core Enterprise Specialist (Overlay), you will partner with our Account Executives (AEs) to build deep partnerships with our enterprise accounts. You aren't just selling a tool; you are pioneering GTM, ensuring our customers realize continuous value from AI-driven automation.

About the Team

This specialist team reports into a Sales Director (SD) and consists of specialist sellers aligned by segment and product. AEs on the team are charged with accelerating the growth of a new product and will be incentivized on quarterly product sales targets mapped to 1 or more regional directors for mainline sellers in the segment. Product Specialist sellers drive growth through strategic, high-value deal executing and enabling the segment overall to be successful.

Responsibilities

• Architect deals that align Samsara’s AI Products value with customer use cases to provide maximum value and return on investment
• Co-develop new product pipeline with ADRs/AEs across high potential “AI-ready” accounts
• Drive high-touch pilot strategy and success metrics for early adoption
• Partner with GTM and Product to feed back insights and help shape roadmap
• Build frameworks, assets and insights that scale across the sales org

Minimum Requirements

• 5+ years in complex, full-cycle sales
• 2+ years of direct experience selling in AI-based commercial models (e.g., Snowflake, AWS, Twilio, or AI-native platforms)
• Proven Track Record: Consistent quota over-achievement in complex accounts with $200k+ ARR transactions
• Deal Complexity: Demonstrated success navigating 6-figure deals involving multiple stakeholders (Legal, Procurement, InfoSec, and C-Suite)
• Entrepreneurial Agility: Experience selling "Version 1.0" products where the playbook is still being written

Preferred Qualifications

• Experience working in a specialist/overlay co-selling with a mainline AE team
• 4+ years direct experience selling AI-based commercial models with a deep understanding of forecasting and expansion mechanics
• Strong grasp of AI/ML concepts and how AI Products differ from standard automation