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 is one of the fastest-growing enterprise technology companies in the world, with $1.9B in ARR and 30% year-on-year growth. Our DACH business is one of the strongest and fastest-growing markets in the region, and we’re now looking for an Mid-Market Sales Manager to lead our Mid-Market team in Germany, Austria, and Switzerland. This is a backfill driven by the internal promotion of our previous manager to a director-level role within the business — a strong signal of what’s possible here. You will inherit a team of high-calibre Account Executives operating in one of the most compelling IoT markets in Europe, selling a connected operations platform to the companies that keep physical industries moving: transport, logistics, field services, construction, and manufacturing. Your job is to turn a strong team into a consistently exceptional one — by building a structured outbound pipeline engine, coaching each rep individually, and translating commercial strategy into daily practice across the team. This role is based in Germany and requires native German language fluency. Samsara operates a remote-first model across its European business. In this role, you will: Own the performance and development of a team of Mid-Market Account Executives across the DACH territory, holding reps accountable to pipeline targets, activity standards, and forecast hygiene through structured weekly operating rhythms. Coach each rep individually — adapting your approach to where each person is in their development — from building territory plans and running effective discovery calls through to closing complex, multi-stakeholder deals. Build and sustain a predictable outbound pipeline engine across the team, setting clear rep-level generation targets, running weekly pipe reviews, and diagnosing coverage gaps before they become quarter-end problems. Join key deals alongside your reps — as a coach and as a closer when needed — pressure-testing qualification rigour and helping move deals through the critical stages of the sales cycle. Partner closely with your Director, Sales Engineering, ADR leadership and Marketing to align on territory strategy, resource deployment, and cross-functional execution — translating broader commercial priorities into daily team practice. Hire and onboard exceptional talent: actively sourcing candidates through your own network, running a rigorous assessment process, and building a bench that raises the standard of the team over time. Contribute to the scaling of Samsara’s Mainland Europe business — sharing best practices across peer ISMs, supporting wider commercial initiatives, and building the operational foundation for a larger team as the DACH region grows. 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: 2 years of proven experience as a frontline sales manager in a B2B technology or SaaS environment, leading a team of at least five Account Executives through a direct, outbound-led selling motion. A background of at least 5 years as an individual contributor in a quota-carrying, outbound sales role before moving into management — you understand what it takes to build pipeline from scratch because you’ve done it yourself. Strong deal qualification fluency: you coach reps through complex, multi-stakeholder sales cycles and inspect pipeline against a structured framework (MEDDPICC or equivalent). Demonstrated ability to manage performance proactively: you’ve run structured coaching plans, held difficult conversations, and made the right call when a rep hasn’t been able to turn it around. Located in Germany, with the ability to travel within the DACH region for in-person meetings with prospects, customers, and the broader Samsara EMEA team. An ideal candidate also has: A coaching-first leadership style: you invest differently in each rep based on where they are, what they need, and what their ceiling looks like — not a one-size-fits-all approach to development. Deep familiarity with the physical operations landscape — whether from selling into transport, logistics, field services, construction, or manufacturing — or a genuine curiosity about and affinity for these industries and the people who run them. A hunger to prove yourself in a high-growth environment: you’re not driven by title progression alone, but by the desire to build something exceptional and be measured against it. Experience building outbound pipeline from the ground up in a market where your team couldn’t rely on inbound volume or a well-established brand — and the conviction that this is a muscle you can develop in others. The ability to translate strategy into practice quickly: you understand the commercial direction from above and know how to land it with your team in a way that changes behaviour on Monday morning. 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 parental leave plans, and more. If you’re ready to build for the long term and own the outcome, your journey starts here. Flexible Working At Samsara, we embrace a flexible working model that caters to the diverse needs of our teams. Our offices are open for those who prefer to work in-person and we also support remote work where it aligns with our operational requirements. For certain positions, being close to one of our offices or within a specific geographic area is important to facilitate collaboration, access to resources, or alignment with our service regions. In these cases, the job description will clearly indicate any working location requirements. Our goal is to ensure that all members of our team can contribute effectively, whether they are working on-site, in a hybrid model, or fully remotely. All offers of employment are contingent upon an individual’s ability to secure and maintain the legal right to work at the company and in the specified work location, if applicable. Belonging at Samsara At Samsara, we welcome everyone regardless of their background. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender, gender identity, sexual orientation, protected veteran status, disability, age, and other characteristics protected by law. We depend on the unique approaches of our team members to help us solve complex problems and want to ensure that Samsara is a place where people from all backgrounds can make an impact. Accommodations Samsara is an inclusive work environment, and we are committed to ensuring equal opportunity in employment for qualified persons with disabilities. Please email [email protected] or click here if you require any reasonable accommodations throughout the recruiting process. Our Commitment to Authenticity We use Tofu, a fraud detection tool, to validate the authenticity of applications and protect against identity fraud. This ensures we are connecting with real people and allows us to prioritize genuine candidates. Please see Samsara’s Candidate Privacy Notice for more information. Fraudulent Employment Offers Samsara is aware of scams involving fake job interviews and offers. Please know we do not charge fees to applicants at any stage of the hiring process. Official communication about your application will only come from emails ending in @samsara.com, @us-greenhouse-mail.io or @mail3.guide.co. For more information regarding fraudulent employment offers, please visit our blog post here.

Mid-Market Sales Manager, DACH

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