Value Architect

Who we are

Samsara (NYSE: IOT) is the pioneer of the Connected Operations™ Cloud, which is a platform that enables organizations that depend on physical operations to harness Internet of Things (IoT) data to develop actionable insights and improve their operations. At Samsara, we are helping improve the safety, efficiency and sustainability of the physical operations that power our global economy. Representing more than 40% of global GDP, these industries are the infrastructure of our planet, including agriculture, construction, field services, transportation, and manufacturing — and we are excited to help digitally transform their operations at scale.

Working at Samsara means you’ll help define the future of physical operations and be on a team that’s shaping an exciting array of product solutions, including Video-Based Safety, Vehicle Telematics, Apps and Driver Workflows, and Equipment Monitoring. As part of a recently public company, you’ll have the autonomy and support to make an impact as we build for the long term.

The Value Architect role sits within Samsara’s Business Value Strategy (BVS) team and is focused on guiding enterprise customers through their value journey. Value Architects help customers identify strategic goals, uncover operational challenges, and connect those to measurable business outcomes enabled by Samsara’s platform.

This highly collaborative role partners with Sales, Sales Engineering, and Product to ensure customers can clearly see the business impact of adopting Samsara. Value Architects act as discovery leaders and architects, framing where Samsara can drive efficiency, safety, sustainability, and ROI.

• You want to impact the industries that run our world: Your efforts will result in real-world impact—helping to keep the lights on, get food into grocery stores, and most importantly, ensure workers return home safely.
• You have innate curiosity in how businesses work: One day you’ll meet with someone in waste management and the next you may be learning about the inner workings of a food distribution center. Our top sales team members seek to learn the ins and outs of the businesses they support in order to make a larger impact.
• You build genuine relationships with your customers: The industries we serve have relied on pen-and-paper solutions for years and haven’t been met with the type of technology we offer. Our customers value earned trust and human relationships built over time.
• You want to be with the best: At Samsara, we win together, celebrate together and support each other. You will be surrounded by a high-caliber team that will encourage you to do your best.
• You are a team player: At Samsara, sales is a team sport. We help each other out by sharing best practices and focus on winning as a team.

• Lead customer discovery:
  Engage executives and operators to uncover business goals, workflow challenges, and success criteria Align customer and internal stakeholders on the main sources of value (efficiency, safety, sustainability) that a prospective customer will receive by using Samsara’s products
• Architect the value story:
  Connect customer challenges to Samsara solutions and design a clear roadmap of outcomes
• Partner cross-functionally:
  Collaborate with AEs, SEs, and post-sale teams to align on strategy and ensure a consistent value narrative from discovery through adoption
• Strengthen the value journey:
  Provide structured, outcome-based deliverables that improve customer buy-in, accelerate sales cycles, and set the stage for long-term success
• Contribute to methodology and scaling:
  Help refine Samsara’s approach to value discovery and support enablement across the broader sales organization
• Champion Samsara’s cultural principles:
  Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, and Win as a Team

• 6+ years experience in management, strategy, or tech consulting and/or value engineering,
• Experience…