Director, Field Sales Engineering

Samsara

Remote

Full Time

Posted April 6, 2026

Not Specified

Remote

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Job Description

The role involves leading a specialized Sales Engineering team focused on incubating and scaling new IoT products, working closely with cross-functional teams to drive product adoption, develop technical sales strategies, and deliver value to enterprise customers.

Key Responsibilities

Build and lead the Sales Engineering team focused on incubating and scaling new products.
Partner with Sales, Product, Engineering, and Marketing to define go-to-market strategies and enable field deployment.
Lead customer engagements, including technical discovery, solution architecture, and proof-of-value initiatives.
Develop repeatable technical sales plays and frameworks to accelerate product adoption and transition to mainline sales.
Own performance metrics related to product adoption, pipeline influence, and revenue for new products.
Create feedback loops with field teams to influence product development and roadmap prioritization.
Ensure collaboration and alignment between specialist SEs, mainline SEs, and broader GTM teams.
Hire, develop, and coach a high-performing, inclusive Sales Engineering team.
Lead high-impact customer conversations as an executive sponsor and technical thought leader.

Requirements

A 4-year degree from an accredited university.
7 years of experience managing a technical team, ideally in a sales engineering capacity.
Proven success in hiring, developing, and retaining leadership talent.
Experience creating scalable and consistent feedback loops enabling your Management Team to participate in process improvements and scaling activities.
Experience with SE capacity planning based on Sales need across different segments globally.
Experience building process and integrating software tools to measure organizational performance impact throughout the build sales lifecycle.
Experience driving product development based on input from Sales Leadership, prospects, and customers.
Experience collaborating with internal cross functional teams such as Product Management, Engineering, Customer Success, Support, etc., to deliver results as part of the sales cycle.
Success in managing relationships with external technology partners through complex sales cycles.
Experience managing a Sales Engineering Team selling cloud managed hardware product lines.
Experience partnering with GTM teams in frontier markets to increase sales and drive product development.
Experience clearly defining roles and responsibilities through corporate change, including cross-functional team interactions as well as internal team growth.
Experience managing an organizational budget.
Understanding of vehicle diagnostic systems, including Controller Area Networks (CAN bus) and Power Take Off (PTO) applications.
Hobbyist interest in working with electronic systems such as car audio installation, classic car restoration, home automation, building things with Raspberry Pi, Arduino, etc.