Director, Field Sales Engineering

About the role

Samsara is seeking a strategic and highly technical Director of Sales Engineering – New Products to build and lead a specialist Sales Engineering team focused on incubating and scaling new products. In this role, you will partner closely with Sales, Product, Engineering, and Product Marketing to accelerate adoption of Samsara’s newest innovations and ensure we deliver exceptional technical value to customers — from early‑stage introduction through scaled deployment.

This is a remote position open to candidates in the U.S. Relocation assistance will not be provided for this role.

• Build and lead Samsara’s New Product Sales Engineering organization, defining the operating model and success metrics for new product incubation and scale.
• Hire, develop, and lead an inclusive, high‑performing team of specialist SEs, providing clear coaching, technical mentorship, and career development.
• Partner closely with Sales, Product, Engineering, and Product Marketing to define go‑to‑market strategies, technical positioning, and field enablement for new product launches.
• Lead from the front in high‑impact customer engagements, serving as an executive sponsor and technical thought leader for strategic new product opportunities.
• Develop repeatable technical sales plays and proof‑of‑value frameworks that accelerate adoption and enable successful transition to mainline sales teams.
• Own your organization’s performance against adoption, pipeline influence, and revenue goals for new products.
• Create structured feedback loops between the field and Product and Engineering teams, influencing roadmap prioritization through customer insights and technical validation.
• Ensure alignment and seamless collaboration between specialist SEs, mainline SEs, and broader GTM teams to deliver a cohesive customer experience.
• Continuously elevate the organization by leveraging Samsara’s leadership frameworks and fostering a culture of learning, experimentation, and accountability.
• Champion, role model, and embed Samsara’s cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team) as we scale globally and across new offices.

• 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 management to participate in process improvements and scaling activities.
• Experience with SE capacity planning based on sales need across different segments globally.
• Experience building processes 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 (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.

• BS or MS in an engineering discipline from an accredited university.
• 7+ years of 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 (e.g., car audio installation, home automation, building things with Raspberry Pi, Arduino, etc.).

Annual OTE Salary: $191,240—$239,050 USD.

At Samsara, we build for the people who keep the global economy moving. Our compensation program delivers above‑market total compensation through a…