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
As an Account Development Representative (ADR) at Samsara, you will be trained — both on the job and through formal programs led by a world-class Sales team — to take on your next role as a closing Account Executive.
On a daily basis, you will build and work a portfolio of target accounts for our EMEA business: researching each account for commercial signal, prioritising which contacts to approach and in what order, and running a connected, multi-touch outbound motion that generates qualified pipeline rather than one-off meetings.
This role is a hybrid position requiring work from our London office at 1 Alie Street, Aldgate East, E1 8DE twice per week.
You should apply if:
- 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 ensure workers return home safely.
- You are the architect of your own career: if you put in the work, this role won't be your last at Samsara. Successful ADRs can see promotion to a closing role in two years or less.
- You’re excited by AI: you’ll use cutting-edge AI tools every day and sell some of the most advanced AI in the physical operations space.
- You think several moves ahead: you'd rather build a real relationship across an account than force a single contact to a decision they're not ready to make.
- You have an innate curiosity about how businesses work: one day you'll be researching a transport operator, the next a food distribution centre. Our best reps dig into the businesses they support to make a sharper case for why Samsara matters to them specifically.
- You treat rejection as a learning experience: in this role you will get hung up on and told no. You need the resilience to prepare, call again, and adjust.
- You want to be with the best: Samsara's high-performance Sales culture means you'll be surrounded by the best and challenged to go further than you have before.
In this role, you will:
- Research target accounts before outreach — pulling commercial signal out of public information (financials, news, hiring activity, compliance or safety pressure) to build a specific, defensible point of view on where Samsara adds value.
- Build and prioritise an account-level contact plan, identifying who to approach first across a range of stakeholders (e.g. MD, Operations/Transport Manager, Compliance/H&S, Finance) and being able to justify that choice.
- Run a connected, multi-touch outbound motion across phone, email and LinkedIn — using early conversations to gather information and multi-thread the account, not just to book a meeting at any cost.
- Write personalised, researched outreach (including cold emails) that carries a specific point of view into every call, rather than working from a generic script.
- Read what a contact gives you on the call and adapt in real time — including recognising when the right move is to gather information and position a follow-up with someone else, rather than push for a meeting the contact can't actually commit to.
- Keep meticulous account and contact records in Salesforce.
- Become a product expert and represent the Samsara brand at trade shows and events.
Minimum requirements for the role:
- 1–3 years professional experience, ideally in customer-facing roles
- 6–12 months experience in a sales or equivalent target driven role
- Highly motivated and committed, with a strong desire to work in target-driven sales
- Proven track record of consistently meeting or exceeding targets in previous roles
- Excellent communication skills, both verbal and written
- Curious, and able to ask insightful questions
- A champion of a Growth Mindset
- Highly proficient in English
- AI Literacy and ability to showcase examples of leveraging AI in your work
- Able to work from the London office at 1 Alie Street, Aldgate East, E1 8DE twice per week
An ideal candidate also has:
- Comfort turning unstructured information (an annual report, a website, a news article) into a clear commercial argument
- Experience multi-threading or navigating multiple stakeholders within a single sale
- A genuine willingness to prepare — to research and write — before a call, rather than relying on improvising well under pressure
- Experience in closing-sales roles or similar target driven environment
- A proven track record of achievement beyond work (e.g. academics, sports, charity)
- Willingness to collaborate and influence in a "win as a team" environment
- Excitement about solving new problems in innovative ways
- Motivation to help build a fast-growing business in the IoT and SaaS space.
ADR pathways
Through Samsara's ADR program, there are always opportunities to move to the next level and take on more responsibility. With emphasis on continued professional development, training doesn't stop after onboarding — we provide opportunities to expand ADRs' understanding of the market and competitors, develop hard skills, and work with mentors to progress through three levels:
- ADR I — focus on inbound leads: a high volume of conversations, sharing the ins and outs of our products, and fostering relationships with interested prospects. Learning opportunities include call sessions with senior Sales team members, tool training (Salesforce, Salesloft, Lusha), product knowledge, and objection handling.
- ADR II — work on top-of-funnel movement, creating high-quality sales engagements, and supporting Account Executives. Enrolled in specialised training including professional writing, persona-based messaging, cold calling 2.0, and AE collaboration.
- ADR III — work hand-in-hand with field Account Executives and Enterprise Regional Sales Managers. Partner on large accounts, implement territory plans, join weekly strategy meetings, and schedule/attend customer demos, alongside a mentorship program ahead of an AE interview.
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 accessibleinterviewing@samsara.com 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.
