客户经理 - EMEA 专员
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Account Executive - EMEA SpecialistSamsara · Remote - UK
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职位描述
机器翻译我们是谁
Samsara（NYSE: IOT）是 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，获得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：
Samsara 正在寻找一位高影响力、战略型的销售人员，来领导我们在互联设备领域最新前沿的市场推广执行。作为企业专家（覆盖型），你将与我们的客户经理（AE）合作，与我们最大、最复杂的客户建立深度合作关系。你不仅仅是在销售一个工具；你是在开创 GTM，确保我们的客户作为整体平台的一部分，从新产品中持续获得价值。
该专家向 EMEA 销售副总裁汇报，并将按细分市场和产品进行对齐。团队中的 AE 负责加速一个或多个新产品的增长，并将根据与该细分市场主线销售人员对应的季度产品销售目标获得激励。产品专家销售人员通过战略性、高价值交易的执行推动增长，并赋能整个细分市场取得成功。
这是一个远程职位，面向居住在英国的人士开放。
如果你符合以下条件，就应该申请：
• 你希望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、把食品送进杂货店，最重要的是，确保工人安全回家。
• 你对企业如何运作有与生俱来的好奇心：今天你与废物管理公司的运营副总裁会面；明天，你深入研究一家全球食品分销商的物流。你力求理解每位客户的“价值单元”。
• 你建立真诚且高风险的关系：我们的客户身处“脚踏实地”的行业。他们重视赢得的信任，以及理解其运营现实的合作伙伴。
• 你想与最优秀的人共事：Samsara 的高绩效文化意味着你将与最优秀的人为伍，并被挑战去走得更远。
• 你具有团队精神：在覆盖型职位中，你的成功与更广泛客户团队的成功息息相关。你通过影响力而非仅靠职权来领导。
在该职位中，你将：
• 设计交易，使 Samsara 新产品的价值与客户用例相匹配，从而提供
岗位职责
Samsara 正在寻找一位高影响力、战略型的销售人员，来领导我们在互联设备领域最新前沿的市场推广执行。作为企业专家（覆盖型），你将与我们的客户经理（AE）合作，与我们最大、最复杂的客户建立深度合作关系。你不仅仅是在销售一个工具；你是在开创 GTM，确保我们的客户作为整体平台的一部分，从新产品中持续获得价值。
该专家向 EMEA 销售副总裁汇报，并将按细分市场和产品进行对齐。团队中的 AE 负责加速一个或多个新产品的增长，并将根据与该细分市场主线销售人员对应的季度产品销售目标获得激励。产品专家销售人员通过战略性、高价值交易的执行推动增长，并赋能整个细分市场取得成功。
这是一个远程职位，面向居住在英国的人士开放。
如果你符合以下条件，就应该申请：
• 你希望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、把食品送进杂货店，最重要的是，确保工人安全回家。
• 你对企业如何运作有与生俱来的好奇心：今天你与废物管理公司的运营副总裁会面；明天，你深入研究一家全球食品分销商的物流。你力求理解每位客户的“价值单元”。
• 你建立真诚且高风险的关系：我们的客户身处“脚踏实地”的行业。他们重视赢得的信任，以及理解其运营现实的合作伙伴。
• 你想与最优秀的人共事：Samsara 的高绩效文化意味着你将与最优秀的人为伍，并被挑战去走得更远。
• 你具有团队精神：在覆盖型职位中，你的成功与更广泛客户团队的成功息息相关。你通过影响力而非仅靠职权来领导。
在该职位中，你将：
• 设计交易，使 Samsara 新产品的价值与客户用例相匹配，从而提供最大价值和投资回报
• 与 ADR/AE 在高购买倾向客户中共同生成新产品管道
• 推动战略以及试点/试用成功
• 针对市场上独特的竞争对手组合，经常提供商业洞察和定价基准
• 与 GTM 和产品团队合作，反馈洞察并帮助塑造路线图
• 构建可在整个销售组织推广的框架、资产和洞察
• 出差 20% 以上，前往客户实际运营地点会面，并推进解决方案和交易
• 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：
• 5 年以上复杂、全周期企业销售经验。
• 有可靠的成功记录：在复杂客户中持续超额完成配额，交易 ARR 达 £500k+/€500k+。
• 交易复杂性：有成功推进涉及多个利益相关方（法务、采购、信息安全和高管层）的六位数和七位数交易的经验。
• 创业敏捷性：有销售仍在书写打法的新产品的经验。
理想候选人还具备：
• 有与主线 AE 团队进行专家/覆盖型协同销售的经验。
• 具备法语或德语的商务级第二语言能力。
薪资
在 Samsara，我们为那些推动全球经济运转的人而建设。我们需要的是主人翁，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/浮动薪酬以及股权（适用于符合条件的职位）相结合，在一家高增长的上市公司中提供高于市场水平的总薪酬。我们会为顶尖表现者提供显著的薪酬差异，他们有机会获得高于市场的薪酬，并随着时间推移超越更广泛的市场。
除薪酬外，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建设并掌控结果，你的旅程从这里开始。
灵活工作
在 Samsara，我们采用灵活工作模式，以满足团队多样化的需求。我们的办公室面向偏好现场办公的人开放，同时我们也支持符合运营要求的远程工作。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很重要，以便促进协作、获取资源或与我们的服务区域保持一致。在这些情况下，职位描述将清楚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，无论他们是现场办公、混合办公还是完全远程。所有录用通知均取决于个人能否获得并维持在公司以及指定工作地点（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，不论其背景如何。所有合格申请人都将获得录用考虑，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、年龄以及法律保护的其他特征而受到歧视。我们依靠团队成员独特的视角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障人士享有平等的就业机会。如果你在整个招聘过程中需要任何合理便利安排，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 这一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了解更多信息。
欺诈性录用通知
Samsara 已知存在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。有关你申请事宜的官方沟通只会来自以 @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。
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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:
Samsara is seeking a high-impact, strategic seller to lead the go-to-market execution for our newest frontiers in Connected Equipment. As an Enterprise Specialist (Overlay), you will partner with our Account Executives (AEs) to build deep partnerships with our largest, most complex accounts. You aren't just selling a tool; you are pioneering GTM, ensuring our customers realize continuous value from new products as a part of the overall platform.
This specialist reports into the VP of Sales, EMEA and will be aligned by segment and product. AEs on the team are charged with accelerating the growth of one or more new product(s) and will be incentivized on quarterly product sales targets mapped to mainline sellers in the segment. Product Specialist sellers drive growth through strategic, high-value deal executing and enabling the segment overall to be successful.
This is a remote position open to candidates residing in the United Kingdom.
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 have an innate curiosity about how businesses work: One day you’re meeting with a VP of Operations in waste management; the next, you’re diving into the logistics of a global food distributor. You seek to understand the "unit of value" for every customer.
• You build genuine, high-stakes relationships: Our customers operate in "boots-on-the-ground" industries. They value earned trust and partners who understand their operational realities.
• You want to be with the best: Samsara’s high-performance culture means you’ll be surrounded by the best and challenged to go farther than you have before.
• You are a team Player: In an overlay role, your success is tied to the success of the broader account team. You lead through influence, not just authority.
In this role, you will:
• Architect deals that align Samsara’s new products value with customer use cases to provid
岗位职责
Samsara is seeking a high-impact, strategic seller to lead the go-to-market execution for our newest frontiers in Connected Equipment. As an Enterprise Specialist (Overlay), you will partner with our Account Executives (AEs) to build deep partnerships with our largest, most complex accounts. You aren't just selling a tool; you are pioneering GTM, ensuring our customers realize continuous value from new products as a part of the overall platform.
This specialist reports into the VP of Sales, EMEA and will be aligned by segment and product. AEs on the team are charged with accelerating the growth of one or more new product(s) and will be incentivized on quarterly product sales targets mapped to mainline sellers in the segment. Product Specialist sellers drive growth through strategic, high-value deal executing and enabling the segment overall to be successful.
This is a remote position open to candidates residing in the United Kingdom.
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 have an innate curiosity about how businesses work: One day you’re meeting with a VP of Operations in waste management; the next, you’re diving into the logistics of a global food distributor. You seek to understand the "unit of value" for every customer.
• You build genuine, high-stakes relationships: Our customers operate in "boots-on-the-ground" industries. They value earned trust and partners who understand their operational realities.
• You want to be with the best: Samsara’s high-performance culture means you’ll be surrounded by the best and challenged to go farther than you have before.
• You are a team Player: In an overlay role, your success is tied to the success of the broader account team. You lead through influence, not just authority.
In this role, you will:
• Architect deals that align Samsara’s new products value with customer use cases to provide maximum value and return on investment
• Co-generate new product pipeline with ADRs/AEs across high propensity to buy accounts
• Drive strategy and pilot/trial success
• Provide commercial insights and pricing benchmarks often for unique set of competitors in the market
• Partner with GTM and Product to feed back insights and help shape roadmap
• Build frameworks, assets and insights that scale across the sales org
• Travel 20%+ to meet customers where they physically operate and to advance solutions and deals
• 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:
• 5+ years in complex, full-cycle Enterprise sales.
• Proven Track Record: Consistent quota over-achievement in complex accounts with £500k+/€500k+ ARR transactions.
• Deal Complexity: Demonstrated success navigating 6- and 7-figure deals involving multiple stakeholders (Legal, Procurement, InfoSec, and C-Suite).
• Entrepreneurial Agility: Experience selling new products where the playbook is still being written.
An ideal candidate also has:
• Experience working in a specialist/overlay co-selling with a mainline AE team.
• Second language experience in French or German at business-level proficiency.
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 .