Sales Director, Product Specialists (Smart Trailers)
WFA Digital Insight
The demand for sales directors with expertise in product specialization has surged, with the global market expected to grow exponentially. As the shift towards digital transformation continues, companies like Samsara are at the forefront, offering innovative solutions to enhance operational efficiency. With over 40% of global GDP reliant on physical operations, the need for skilled professionals who can bridge the gap between technology and industry is more pressing than ever. Samsara's commitment to customer success and long-term growth makes it an attractive prospect for those seeking a challenging yet rewarding career. Before applying, candidates should be aware of the company's emphasis on teamwork, inclusivity, and a growth mindset.
Job Description
About the Role
The Sales Director, Product Specialists, will be responsible for leading a team of high-performing account executives focused on mid-market and enterprise organizations. This role entails developing and executing strategic plans to drive growth, managing a cross-functional 'pod' of resources, and collaborating with various departments to refine the go-to-market (GTM) motion. As a key member of the sales team, the successful candidate will be expected to build genuine relationships with customers, identify opportunities for growth, and drive revenue expansion.The role is part of a dynamic and fast-moving sales team, where the ability to adapt, innovate, and thrive in a rapidly changing environment is essential. The ideal candidate will have a deep understanding of the industries Samsara operates in, including agriculture, construction, field services, transportation, and manufacturing. They will also possess excellent leadership skills, with the ability to motivate and support their team to achieve quarterly targets.
Samsara's sales team is built on the principles of customer success, long-term growth, and a growth mindset. The company is committed to creating an inclusive and supportive work environment, where employees are encouraged to share best practices, learn from each other, and strive for excellence.
What You Will Do
- Lead and support a team of Product Specialist Account Executives to achieve quarterly targets
- Develop and execute strategic plans to drive growth and expansion
- Manage a cross-functional 'pod' of resources to refine GTM and accelerate new product growth globally
- Collaborate with sales engineers, product, marketing, and strategy teams to optimize sales strategies
- Build close relationships with mainline AEs, leaders, and specialist sales engineers to maximize team selling approach and conversion
- Monitor pipeline closely and work with mainline owners and account development representatives to create account plans to attack whitespace
- Hire and lead a high-performing, inclusive, and engaged team of account executives
- Provide onboarding and ongoing support to ensure team readiness, growth, and professional development
- Champion, role model, and embed Samsara's cultural principles, including focus on customer success, building for the long term, adopting a growth mindset, and being inclusive
What We Are Looking For
- 5+ years of experience in sales leadership, preferably in a technology or software-related field
- Proven track record of driving revenue growth and leading high-performing sales teams
- Strong understanding of GTM strategies and sales operations
- Excellent leadership, communication, and interpersonal skills
- Ability to build and maintain strong relationships with customers and internal stakeholders
- Experience with Salesforce, Excel, and other sales tools
- Strong analytical and problem-solving skills
- Ability to work in a fast-paced, dynamic environment and adapt to changing circumstances
- Commitment to Samsara's cultural principles and values
Nice to Have
- Experience in the IoT or connected operations industry
- Familiarity with data analytics and sales metrics
- Knowledge of marketing automation and sales enablement tools
- Certification in sales leadership or a related field
- Experience working with cross-functional teams, including product, marketing, and strategy
Benefits and Perks
- Competitive salary and equity package
- Comprehensive health, dental, and vision insurance
- Flexible paid time off and holidays
- Remote work stipend and equipment allowance
- Opportunities for professional growth and development
- Access to cutting-edge technology and tools
- Collaborative and dynamic work environment
- Recognition and reward programs for outstanding performance
How to Stand Out
- Develop a strong understanding of Samsara's products and services, including their applications and benefits in various industries.
- Emphasize your experience in sales leadership, particularly in driving revenue growth and leading high-performing teams.
- Showcase your ability to build and maintain strong relationships with customers and internal stakeholders.
- Highlight your skills in GTM strategies, sales operations, and data analytics.
- Prepare to discuss your approach to leading a cross-functional team and driving collaboration across departments.
- Be ready to provide specific examples of your experience with Salesforce, Excel, and other sales tools.
- Research Samsara's cultural principles and values, and be prepared to discuss how you embody them in your work.
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