客户开发代表 - DACH
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Account Development Representative - DACHSamsara · Remote - 德国
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职位描述
机器翻译我们是谁
Samsara（纽约证券交易所代码：IOT）是互联运营™云（Connected Operations™ Cloud）的先驱，该平台使依赖实体运营的组织能够利用物联网（IoT）数据来制定可执行的洞察并改善其运营。在 Samsara，我们正在帮助提升支撑全球经济的实体运营的安全性、效率和可持续性。这些行业占全球 GDP 的 40% 以上，是我们星球的基础设施，包括农业、建筑、现场服务、运输和制造业——我们很高兴能帮助它们大规模实现运营的数字化转型。
在 Samsara 工作意味着你将帮助定义实体运营的未来，并加入一个正在打造一系列令人兴奋的产品解决方案的团队，包括基于视频的安全、车辆远程信息处理、应用与司机工作流以及设备监控。作为一家近期上市的公司的一员，在我们为长期发展而建设的过程中，你将拥有自主权和支持来产生影响。
关于该职位
作为 Samsara 的客户开发代表（ADR），你将接受培训，包括在职培训以及由世界级销售专业团队主导的正式培训项目，以胜任你下一个职位——成交客户经理。
每天，你将负责为我们的 EMEA 业务寻找销售管道，通过外呼拓展生成商机。
我们在慕尼黑、巴黎和阿姆斯特丹设有办公室，并提供在德国、法国、荷兰和伦敦的远程工作机会。我们的欧洲总部位于伦敦。
这是一个远程职位，面向常驻德国、法国、荷兰和英国的候选人。该职位要求按照中欧夏令时（CEST）工作。该职位不提供搬迁协助。
如果你符合以下条件，就应该申请：
• 你想影响支撑我们世界的行业：你的努力将产生现实世界的影响——帮助维持电力供应、将食品送上杂货店货架，最重要的是，确保工人安全回家。
• 你是自己职业生涯的建筑师：如果你付出努力，这个职位不会是你在 Samsara 的最后一个职位。成功的 ADR 可以在两年或更短时间内晋升到成交职位。
• 你喜欢与人交谈：在这个职位上，你平均每天要打 60 多个电话给潜在客户。
• 你对企业如何运作有与生俱来的好奇心：某一天你会与废弃物管理领域的人会面，第二天你可能会了解食品配送中心的内部运作。我们顶尖的销售团队成员会努力了解他们所支持业务的方方面面，以产生更大的影响。
• 你把拒绝视为学习经历：在这个职位上，你会被挂断电话，也会被告知“不”。你需要有韧性，一次又一次拿起电话来推销 Samsara 的使命。
• 你想与最优秀的人为伍：Samsara 的高绩效销售文化意味着你将与最优秀的人共事，并被挑战去超越自己以往的成绩。
在这个职位上，你将：
• 通过电话、电子邮件和 Linkedin 进行个性化外呼，推动销售管道
• 有机会参加展会/活动，代表 Samsara 品牌并与潜在客户和合作伙伴建立联系。
• 成为产品专家并学习 Samsara 的销售方式
• 在我们的 CRM（Salesforce.com）中细致记录与客户的互动
• 在我们全球扩张并开设新办公室的过程中，倡导、示范并践行 Samsara 的文化原则（聚焦客户成功、为长期而建设、拥抱成长型思维、包容、团队共赢）
该职位的最低要求：
• 1-3 年专业工作经验，最好是在面向客户的岗位
• 至少 6-12 个月销售经验
• 高度积极主动且投入，有强烈意愿从事目标导向的销售工作
• 有持续超额完成以往职位目标/期望的可靠记录
• 出色的口头和书面沟通能力
• 有好奇心，并且能够
岗位职责
作为 Samsara 的客户开发代表（ADR），你将接受培训，包括在职培训以及由世界级销售专业团队主导的正式培训项目，以胜任你下一个职位——成交客户经理。
每天，你将负责为我们的 EMEA 业务寻找销售管道，通过外呼拓展生成商机。
我们在慕尼黑、巴黎和阿姆斯特丹设有办公室，并提供在德国、法国、荷兰和伦敦的远程工作机会。我们的欧洲总部位于伦敦。
这是一个远程职位，面向常驻德国、法国、荷兰和英国的候选人。该职位要求按照中欧夏令时（CEST）工作。该职位不提供搬迁协助。
如果你符合以下条件，就应该申请：
• 你想影响支撑我们世界的行业：你的努力将产生现实世界的影响——帮助维持电力供应、将食品送上杂货店货架，最重要的是，确保工人安全回家。
• 你是自己职业生涯的建筑师：如果你付出努力，这个职位不会是你在 Samsara 的最后一个职位。成功的 ADR 可以在两年或更短时间内晋升到成交职位。
• 你喜欢与人交谈：在这个职位上，你平均每天要打 60 多个电话给潜在客户。
• 你对企业如何运作有与生俱来的好奇心：某一天你会与废弃物管理领域的人会面，第二天你可能会了解食品配送中心的内部运作。我们顶尖的销售团队成员会努力了解他们所支持业务的方方面面，以产生更大的影响。
• 你把拒绝视为学习经历：在这个职位上，你会被挂断电话，也会被告知“不”。你需要有韧性，一次又一次拿起电话来推销 Samsara 的使命。
• 你想与最优秀的人为伍：Samsara 的高绩效销售文化意味着你将与最优秀的人共事，并被挑战去超越自己以往的成绩。
在这个职位上，你将：
• 通过电话、电子邮件和 Linkedin 进行个性化外呼，推动销售管道
• 有机会参加展会/活动，代表 Samsara 品牌并与潜在客户和合作伙伴建立联系。
• 成为产品专家并学习 Samsara 的销售方式
• 在我们的 CRM（Salesforce.com）中细致记录与客户的互动
• 在我们全球扩张并开设新办公室的过程中，倡导、示范并践行 Samsara 的文化原则（聚焦客户成功、为长期而建设、拥抱成长型思维、包容、团队共赢）
该职位的最低要求：
• 1-3 年专业工作经验，最好是在面向客户的岗位
• 至少 6-12 个月销售经验
• 高度积极主动且投入，有强烈意愿从事目标导向的销售工作
• 有持续超额完成以往职位目标/期望的可靠记录
• 出色的口头和书面沟通能力
• 有好奇心，并且能够提出有洞察力的问题
• 成长型思维的倡导者
• 精通英语，并且德语流利
理想候选人还具备：
任职要求
• 在工作之外取得成就的可靠记录（例如学术、体育、慈善等）
• 愿意在“团队共赢”的环境中协作并发挥影响力
• 对以创新方式解决新问题充满热情
• 有动力帮助在 IoT 和 SaaS 领域建立一家快速成长的企业
ADR 发展路径
通过 Samsara 的 ADR 项目，在项目期间及之后始终有机会晋升到下一级别并承担更多责任——那些努力快速成长的人将有机会推进自己的职业生涯。我们强调持续的职业发展，培训不会在入职后就停止——我们提供机会来拓展 ADR 对市场和竞争对手的理解，培养销售职能所需的硬技能，并与导师合作，帮助我们的代表在 ADR 项目的三个级别中不断进步。
• ADR I 代表专注于入站线索——进行大量对话，分享我们产品的方方面面，并与那些对 Samsara 感兴趣的潜在客户建立关系。在 ADR I 级别，我们提供大量学习机会，包括与更资深销售团队成员的呼叫会议、工具培训（Salesforce、Salesloft、Lusha）、产品知识、异议处理等。我们这一级别的代表都是积极进取的人，能够通过提供给他们的机会推进自己的职业生涯。
• 项目中的下一个级别是 ADR II，我们的代表负责漏斗顶部的推进，创造高质量的销售互动，并支持我们的客户经理。除了迈入外呼工作之外，ADR II 级别的人员还会持续获得学习机会，并参加专门培训，包括专业写作、基于人物画像的信息传递、、冷呼叫 2.0，以及与客户经理的协作和沟通。在建立外呼销售技能并获得销售认证后，我们的代表将晋升到项目的最终级别。
• 我们组织内的最高级别是 ADR III。这些 ADR 与 Samsara 的现场客户经理和企业区域销售经理密切合作。他们在大型客户上紧密协作，实施详细的区域计划，参加每周战略会议，并安排和参加客户演示。此外，ADR III 还会参加导师计划，向客户经理团队的领导学习，在面试客户经理职位之前获得曝光和培训。
薪资
在Samsara，我们为那些推动全球经济运转的人而构建。我们想要的是主人翁，而不是乘客，因此我们的奖励旨在激励高影响力的建设者。我们的薪酬计划通过基本工资、基于绩效的奖金/浮动薪酬以及高增长上市公司中的股权（适用于符合条件的职位）相结合，提供高于市场水平的总薪酬。我们为顶尖绩效者提供有意义的薪酬差异化，他们有机会获得高于市场的薪酬，且随着时间的推移可能超越更广泛的市场。
除薪酬之外，我们还提供实现长期成功的基础：灵活的、由员工主导的远程模式、专业发展津贴、全面的健康和育儿假计划等。如果你准备好为长期而构建并掌控结果，你的旅程从这里开始。
灵活工作
在Samsara，我们采用灵活的工作模式，以满足团队多样化的需求。我们的办公室对那些喜欢现场工作的人开放，同时我们也支持与运营需求相符的远程工作。对于某些职位，靠近我们的某个办公室或位于特定地理区域内对于促进协作、获取资源或与服务区域保持一致非常重要。在这些情况下，职位描述将明确说明任何工作地点要求。我们的目标是确保团队所有成员都能有效贡献，无论他们是现场工作、混合模式还是完全远程。所有录用通知均取决于个人能否获得并维持在公司及指定工作地点（如适用）合法工作的权利。
在Samsara的归属感
在Samsara，我们欢迎所有人，无论其背景如何。所有合格申请人都会获得就业考虑，不因种族、肤色、宗教、国籍、性别、性别认同、性取向、受保护的退伍军人身份、残疾、年龄以及其他受法律保护的特征而受到歧视。我们依靠团队成员独特的处事方式来帮助我们解决复杂问题，并希望确保Samsara是一个来自各种背景的人都能产生影响的地方。
便利安排
Samsara是一个包容的工作环境，我们致力于确保合格的残疾人士在就业方面享有平等机会。如果你在整个招聘过程中需要任何合理的便利安排，请发送电子邮件至accessibleinterviewing@samsara.com或点击此处。
我们对真实性的承诺
我们使用Tofu，一种欺诈检测工具，来验证申请的真实性并防止身份欺诈。这确保我们与真实的人建立联系，并使我们能够优先考虑真正的候选人。请参阅Samsara的候选人隐私声明以获取更多信息。
欺诈性录用通知
Samsara已知晓涉及虚假面试和录用通知的诈骗。请注意，我们在招聘过程的任何阶段都不会向申请人收取费用。关于你申请的唯一官方沟通将仅来自以@samsara.com、@us-greenhouse-mail.io或@mail3.guide.co结尾的电子邮件。有关欺诈性录用通知的更多信息，请访问我们的博客文章此处。
以上内容由机器翻译自动生成，可能存在错误；投递前请以雇主原文为准。
查看雇主原文
职位描述
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 with formal training programs led by a world-class team of sales professionals, to take on your next role as closing Account Executive.
On a daily basis, you will be responsible for sourcing pipelines for our EMEA business, generating opportunities via outbound outreach.
We have offices in Munich, Paris and Amsterdam and we offer remote working from Germany, France, The Netherlands and London. Our European headquarters are based in London.
This is a remote position open to candidates based in Germany, France, The Netherlands and United Kingdom. This position requires working hours in CEST. Relocation assistance will not be provided for this role.
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 most importantly, 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 love talking to people: In this role, you will average 60+ calls to prospective customers daily.
• You have an innate curiosity about how businesses work: One day you’ll meet with someone in waste management and the next you may be learning about the inner workings of a food distribution center. Our top sales team members seek to learn the ins and outs of the businesses they support to make a larger impact.
• You treat rejection as a learning experience: In this role, you will get hung up on and you will get told no. You need to have the resilience to pick up the phone again and again to sell Samsara’s mission.
• 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 farther than you have before.
In this role, you will:
• Drive pipeline through personalized outreach to prospects via phone, emails and Linkedin
• Have the opportunity to to participate in trade/shows events to represent the Samsara brand and connect with prospective customers and partners.
• Become a product expert and learn the Samsara way of selling
• Keep meticulous records of interactions with accounts in our CRM (Salesforce.com)
• 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
Minimum requirements for the role:
• 1-3 years professional experience, ideally in customer facing roles
• 6-12 months sales experience as a minimum
• Highly motivated and committed, with strong desire to work in target driven sales
• Proven track record of consistent over achievement of targets/expectations of previous roles
• Excellent communication skills, verbal and written
• Curious and able to
岗位职责
As an Account Development Representative (ADR) at Samsara, you will be trained, both on the job and with formal training programs led by a world-class team of sales professionals, to take on your next role as closing Account Executive.
On a daily basis, you will be responsible for sourcing pipelines for our EMEA business, generating opportunities via outbound outreach.
We have offices in Munich, Paris and Amsterdam and we offer remote working from Germany, France, The Netherlands and London. Our European headquarters are based in London.
This is a remote position open to candidates based in Germany, France, The Netherlands and United Kingdom. This position requires working hours in CEST. Relocation assistance will not be provided for this role.
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 most importantly, 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 love talking to people: In this role, you will average 60+ calls to prospective customers daily.
• You have an innate curiosity about how businesses work: One day you’ll meet with someone in waste management and the next you may be learning about the inner workings of a food distribution center. Our top sales team members seek to learn the ins and outs of the businesses they support to make a larger impact.
• You treat rejection as a learning experience: In this role, you will get hung up on and you will get told no. You need to have the resilience to pick up the phone again and again to sell Samsara’s mission.
• 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 farther than you have before.
In this role, you will:
• Drive pipeline through personalized outreach to prospects via phone, emails and Linkedin
• Have the opportunity to to participate in trade/shows events to represent the Samsara brand and connect with prospective customers and partners.
• Become a product expert and learn the Samsara way of selling
• Keep meticulous records of interactions with accounts in our CRM (Salesforce.com)
• 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
Minimum requirements for the role:
• 1-3 years professional experience, ideally in customer facing roles
• 6-12 months sales experience as a minimum
• Highly motivated and committed, with strong desire to work in target driven sales
• Proven track record of consistent over achievement of targets/expectations of previous roles
• Excellent communication skills, verbal and written
• Curious and able to ask insightful questions
• A champion of a Growth Mindset
• Highly proficient in English and fluent in German
An ideal candidate also has:
任职要求
• Proven track record of achievements 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 during the program and beyond—those who work hard to grow quickly will have the opportunity to advance their careers. With emphasis on continued professional development, the training doesn't stop after onboarding—we provide opportunities to expand ADRs’ understanding of the market and our competitors, develop hard skills needed in the Sales function, and work with mentors to help our representatives progress through the three levels of our ADR program.
• ADR I representatives focus on inbound leads—conducting a high volume of conversations, sharing the ins and outs of our products, and fostering relationships with those prospects interested in Samsara. At the ADR I level, we provide plenty of learning opportunities including call sessions with more senior Sales team members, training on tools (Salesforce, Salesloft, Lusha), product knowledge, objection handling, and more. Our representatives at this level are go-getters who are able to progress their careers through the opportunities provided for them.
• The next level in the program is ADR II , where our representatives work on top of funnel movement, creating high quality sales engagements, and supporting our Account Executives. Along with the leap into outbound work, those at the ADR II level are continually exposed to learning opportunities and enrolled in specialized trainings including professional writing, persona based messaging, , cold calling 2.0, and collaboration and communication with Account Executives. After building their skills in outbound sales and earning sales certifications, our representatives graduate to the final level of the program.
• The highest level within our organization is ADR III . These ADRs work hand-in-hand with field Account Executives and Enterprise Regional Sales Managers at Samsara. They partner closely on large accounts, implementing detailed territory plans, participating in weekly strategy meetings, and scheduling and attending customer demos. Additionally, ADR IIIs partake in a mentorship program to learn from leadership on the Account Executive team who provide exposure and training ahead of their interview for an Account Executive position.
薪资
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 .