Regional Sales Director, Strategic Enterprise - UK
Samsara
Job description
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. About the role: Samsara’s UK Enterprise business is one of our fastest-growing segments globally. We’ve scaled rapidly over the past several years — consistently outpacing the broader business — and we’re now at an inflection point where we need to pair that momentum with operational rigour to sustain growth at scale. This Regional Sales Director role is central to that next chapter. You’ll lead a team of six Senior Enterprise Account Executives and Client Directors selling into some of the UK’s largest and most complex organisations, spanning transportation, logistics, infrastructure, utilities, and field services. The team is performing — but we want to turn strong results into a repeatable, scalable engine. That means bringing structure, coaching discipline, and a proven enterprise playbook without losing the pace and builder energy that got us here. In this role, you will: Own the performance, development, and day-to-day leadership of a team of Senior Enterprise AEs, driving net new logo acquisition and expansion across a defined set of strategic UK accounts Coach your team through complex, multi-stakeholder deal cycles where average contract values regularly reach seven figures over multi-year terms Build and run a structured operating rhythm - pipeline reviews, deal inspection, forecasting discipline - while getting close enough to the detail to add value at the deal level Develop your reps’ ability to access economic buyers, build multi-threaded relationships, and position Samsara’s expanding product portfolio against a customer’s most critical business priorities Pressure-test deal qualification, challenge assumptions, and help your team navigate the complexity of selling into large UK enterprises - this isn’t a role where you sit above the deals Build the commercial muscles - cross-sell, multi-product attach, stakeholder mapping - that will drive durable growth as we expand our footprint across the UK’s largest accounts Partner closely with the AVP of Strategic and Enterprise Sales UK, your peer RSDs, and cross-functional teams including Solutions Engineering, Customer Success, and Marketing to ensure your team has the support it needs to win 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 Hire, develop and lead an inclusive, engaged, and high performing team Minimum requirements for the role: Proven experience as a frontline or second-line sales leader in B2B enterprise technology, with direct responsibility for team quota attainment Track record of coaching Account Executives through complex, multi-quarter sales cycles with average deal sizes of £250K+ ACV, but with experience of seven figure ACV deals Experience selling into large, multi-stakeholder organisations where procurement, legal, and multiple business units are involved in the buying decision Demonstrated ability to build and enforce a structured sales operating cadence — pipeline generation, deal qualification, forecasting accuracy, and stage progression Strong commercial instinct for multi-product or platform selling, where the value proposition spans multiple use cases and buyer personas An ideal candidate also has: Experience at a high-growth technology company that was scaling its enterprise go-to-market in the UK or EMEA — ideally where you helped build or refine the playbook rather than inheriting an established one A coaching-first leadership style with a track record of developing AEs from good to exceptional, not just managing top performers Experience managing forecast accuracy as a discipline, not just an output — particularly in an environment where leadership investment decisions depend on the reliability of your calls Comfort operating in a fast-moving, scaling organisation where not everything is perfectly defined yet, and where you’re expected to build process while delivering results A blend of strategic thinking and tactical intensity — you can set a multi-year account strategy and also jump into a deal review and tell a rep exactly where their qualification is weak Total Rewards At Samsara, we build for the people who keep the global economy moving. We want owners, not passengers, which is why our rewards are designed to fuel high-impact builders. Our compensation program delivers above-market total compensation through a combination of base salary, performance-based bonus/variable pay, and equity (for eligible roles) in a high-growth public company. We meaningfully differentiate pay for our top performers, who have the opportunity to earn above-market compensation that can outpace the broader market over time. Beyond compensation, we provide the foundations that enable long-term success: a flexible, employee-led remote model, a professional development stipend, comprehensive health and parent
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