Why This Job is Featured on The SaaS Jobs
Selling mid-market IoT software sits at an intersection that is increasingly important in SaaS: translating product telemetry and operational data into measurable business outcomes. The role’s deal profile—POCs, trials, multiple stakeholders, and executive-level negotiation—reflects a SaaS motion where value must be proven before it is purchased, not simply pitched. That makes it a useful lens on how modern B2B SaaS is adopted in operationally complex industries.
From a career standpoint, this kind of closing role tends to build durable SaaS competencies: structuring evaluations, diagnosing use cases, and navigating procurement and pricing trade-offs across varied customer contexts. Experience with multi-threading and running time-bound trials also transfers well across SaaS categories where land-and-expand and proof-driven buying are common, especially in mid-market segments with larger contract sizes and more formal decision processes.
This role is best suited to sales professionals who prefer disciplined prospecting and are comfortable owning a full-cycle process end-to-end. It fits someone who enjoys learning new customer operating models quickly and can communicate credibly with both day-to-day operators and senior decision makers. A steady, metrics-oriented working style and interest in complex solution selling are strong indicators of alignment.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
About the role:
This is a dynamic, high energy role in which you will bring the Internet of Things to mid-sized customers, building Samsara's business and bringing the benefits of sensor data to customers. Typical sales will be $20k to $100k, and involve POCs, multiple stakeholders, managing trials, multi-faceted pricing negotiations, and selling to executives and CXOs.
This is a remote position open to candidates residing in the US in the MST/PST/CST time zone.
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.
- Your mantra is #alwaysbeprospecting: The world of operations is vast. Your customers are often out in the field and the best way to catch them is live on the phone. Samsara’s top reps do constant research to find companies and contacts to expand their pipeline.
- You have innate curiosity in 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 in order to make a larger impact.
- You are a life-long learner: Samsara sales are complex. You will need to learn about businesses where you previously had little knowledge. The payoff is big but you have to be willing to put in the work.
- You build genuine relationships with your customers: The industries we serve have relied on pen-and-paper solutions for years and haven’t been met with the type of technology we offer. Our customers value earned trust and human relationships built over time.
- 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.
Minimum requirements for this role:
- 2+ years experience in a full-cycle, closing sales role
- Experience independently closing new deals larger than $10,000 in annual revenue.
An ideal candidate has:
- Proven track record of consistent quota achievement
- Experience selling in the midmarket space - medium to large deals sizes
- Experience with high-volume cold calling
- Must demonstrate a growth mindset and a willingness to be collaborative with your teammates and in your selling process
- SFDC familiarity
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