Director, Sales Engineering - Mid Market

Company: Samsara
Location: Washington
Posted on: February 17, 2026

Job Description:

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: As a Sales Engineering leader at Samsara, you’d be building and looking after a diverse team of SE’s working together to bring our unique connected operations technology to customers. Your team’s work would directly contribute to a cleaner, more efficient and productive supply chain by creating safer roadways, reducing fuel consumption and emissions, and providing a consolidated platform for connecting operations. Daily customer engagements include conversations around how IoT can positively impact logistics management, workplace safety programs, fleet maintenance strategies, global asset management, and regulatory compliance. This means a successful SE at Samsara will develop a thorough understanding of the application of IoT hardware and sensors, hands-on hardware installation strategies, managing data collection over carrier networks, presenting a robust cloud infrastructure, and building third-party system integrations (via our open API) to ensure the best technical solution is presented to Samsara customers. This is a remote position open to candidates in the U.S. Relocation assistance will not be provided for this role. In this role, you will: • Lead Samsara’s Mid Market Sales Engineering organization covering North America • Develop and lead an inclusive, engaged, and high performing organization • Lead from the front in high-impact situations, serving as a thought leader and executive sponsor for Mid Market key accounts • Own your organizations’ performance against all sales goals and ensure cross-functional partnerships are productive and efficient • Develop strategies and processes that enable our Sales Engineering organization to scale, engaging leadership and stakeholders to build consensus • Support any technical escalations that may arise from your organization’s presales activities (product issues, feature requests, etc.) • Sample the customer experience by installing, testing and using the gear you are selling • Improve yourself as a leader by learning with and from other leaders across Samsara, Samsara’s internal leadership development frameworks, and through your own self-directed learning • Champion 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 Minimum requirements for this role: • 4-year degree from an accredited university • 5 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 your Management Team to participate in process improvements and scaling activities • Experience with SE capacity planning based on Sales need across different segments globally • Experience building process 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, 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 Preferred experience for this role: • BS or MS in an Engineering discipline from an accredited university • 5 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 things driven by electronic systems (car audio installation/classic car restoration, home automation, building things with raspberry pi, arduino, etc.)

Keywords: Samsara, Franconia , Director, Sales Engineering - Mid Market, Engineering , Washington, Virginia