Specialist Seller, Enterprise Core (AI Products)

About the Role

Samsara is seeking a high-impact, strategic seller to lead go-to-market execution for our newest frontier: AI Products. As a Core Enterprise Specialist (Overlay), you will partner with Account Executives (AEs) to build deep partnerships with enterprise accounts, ensuring customers realize continuous value from AI-driven automation.

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 the product roadmap.
• Build frameworks, assets, and insights that scale across the sales organization.

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 of consistent quota over-achievement in complex accounts with $200k+ ARR transactions.
• 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.