Job Description
The role involves managing and negotiating enterprise renewal agreements for Samsara's SaaS platform, focusing on customer retention, maximizing contract value, and identifying growth opportunities through strategic account management and cross-functional collaboration.
Key Responsibilities
- Negotiate and execute 30-45 enterprise renewal agreements per quarter within the Core Segment, primarily for accounts with 150K ACV and below.
- Develop and implement renewal strategies to protect contract value, foster long-term partnerships, and ensure commercial consistency across parent and subsidiary relationships.
- Coordinate with account teams and internal stakeholders to align renewal efforts, conduct account research, and ensure a unified customer strategy.
- Monitor customer health signals and renewal risks, engaging internal teams early to address potential churn and mitigate risks.
- Identify and route expansion opportunities within the renewal cycle to appropriate owners, maintaining a renewals-first approach.
- Maintain accurate renewal data and forecasting in internal systems, ensuring data hygiene and visibility.
- Partner with cross-functional teams such as Sales Ops, Deal Desk, Finance, Legal, and Customer Success to resolve renewal blockers and finalize agreements.
Requirements
- Negotiate and execute 30-45 Enterprise renewal agreements per quarter within the Core Segment, primarily focused on 150K ACV and below, using sound business judgment and a customer-first approach.
- Develop and deliver win-win renewal strategies that protect contract value, sustain long-term partnerships, and reinforce commercial consistency across parent and subsidiary relationships.
- Operate with strong account-team discipline by aligning with the broader account team (Account Executives, Customer Success) before any external customer outreach, ensuring a unified customer strategy and avoiding redundant or conflicting engagement.
- Conduct thorough account and buyer research prior to engagement, including decision-maker mapping, open opportunity review, parent-child account context, and renewal history.
- Coordinate renewal motion across account hierarchy, ensuring commercial continuity for subsidiaries and child accounts tied to larger Enterprise relationships.
- Work proactively ahead of renewal timelines and maintain accurate pipeline visibility and forecasting aligned to internal expectations.
- Monitor customer health signals such as utilization, sentiment, adoption, and delinquency where applicable to identify emerging risks and engage the appropriate internal stakeholders early.
- Partner cross-functionally with Sales Operations, Deal Desk, Finance, Legal, and Customer Success to resolve renewal blockers and ensure timely finalization of order forms and executables.
- Identify and surface expansion signals within the renewal cycle, routing opportunities to appropriate owners while maintaining a renewals-first execution mindset.
- Track and maintain accurate renewal data in Samsara systems, ensuring exceptional hygiene across account details, renewal timelines, pricing context, and stakeholder notes.
- Minimum of 7 years of closing sales experience, ideally working with mid-sized businesses in a high transaction environment.
- Ability to work cross-functionally with different parts of the organization to find solutions.
- A track record of consistent quota over-achievement.
- Comfort with a rapidly changing, high growth environment.
- Empathy for customers and team members.
- Highly organized with strong communication and presentation skills.
- Familiarity with Salesforce.
- Specialized experience in SaaS renewals or account management, rather than net-new sales alone.
- Familiarity with the complexities of selling combined hardware and software solutions, including IoT, Telematics, or Supply Chain technology.
- Proven ability to negotiate directly with professional procurement teams and legal departments within large enterprise organizations.
- Training in consultative sales methodologies such as MEDDIC, Sandler, Challenger, or GAP Selling.
- Experience using Gainsight, Tableau, or similar Customer Success and Business Intelligence tools in addition to Salesforce.
- Ability to thrive in a startup environment within a public company atmosphere, demonstrating the ability to build processes where none exist and adapt quickly to shifting priorities.
Benefits & Perks
Competitive total compensation package with salary range of $88,952.50 to $149,500 USD
Remote work with flexible working options
Health benefits
Employee-led remote and flexible working arrangements
Ready to Apply?
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