Samsara
Senior Manager, Deal Desk - EMEA & Mexico
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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:
At Samsara, the Deal Desk's mission is to secure durable and efficient growth for the company through best-in-class, agile and scalable deal governance. The Senior Manager will oversee Samsara’s Deal Desk function for EMEA markets across the UK&I, France, DACH and Benelux, as well as Mexico.
This role will:
- Work closely with senior leadership across Samsara (Sales, Finance, Operations, Accounting, Legal, and Product) to influence the deal portfolio, complex deal outcomes and achieve corporate financial goals across EMEA plus Mexico markets and segments.
- Design and maintain policies, commercial strategies and downstream processes to support assigned Sales segments, while also partnering cross-functionally to shape and close complex deals.
- Foster a fulfilling and inclusive work experience by hiring, managing and developing a high-performing team.
- Be highly visible and contribute directly to Samsara’s business performance and success.
This is a remote position open to candidates residing in the UK.
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’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 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 culture means you’ll be surrounded by the best and challenged to go farther than you have before.
- You are a team player: At Samsara, sales is a team sport. We help each other out by sharing best practices and focusing on winning as a team.
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In this role, you will:
- Achieve corporate financial outcomes by providing thought leadership and influencing both high-volume Mid Market and complex Enterprise transactions
- Demonstrate operational excellence, and help evolve processes and system requirements to provide a streamlined Sales and Customer experience at scale
- Partner with Sales and Finance leadership to inform and execute against an aligned deal strategy, including pricing, payment structures, commercial terms, legal and product considerations
- Refine and improve the deal review process, documentation and systems applied to standard and non-standard transactions, in collaboration with Sales, Sales Operations, IT and Finance
- Build strong cross-functional partnerships, proactively communicate and iterate on feedback
- Utilize data and real-time reporting to identify areas of improvement, inform solutions, execute initiatives and communicate results
- Hire, develop and lead an inclusive, engaged, and high-performing global team of people managers and individual contributors
- Champion, role model, and embed Samsara’s cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Keep a High Bar, Win as a Team) as we scale globally and across new offices
Minimum requirements for the role:
- 10+ years of combined experience in Deal Desk, Finance, Sales, Sales Operations, Revenue Operations or equivalent roles
- Demonstrated experience in complex deal negotiations
- Business acumen, ability to translate corporate financial goals into consistent deal support strategy
- Track record of executing multiple strategic programs across an organization, including process improvements, systems enhancements, and enablement
- Demonstrated ability to hire, manage, and develop talent and lead high-performing team
- Ability to effectively identify, prioritize and manage initiatives leveraging an OKR system across a global team
- Ability to work with senior management and Enterprise Customers, distill key concepts, and influence business choices
- Strong written and verbal communication skills
- Ability to synthesize data into actionable insights, make data-driven conclusions and establish recurring reporting to monitor performance
- Proficiency in CRM, CPQ and CLM tools and familiarity with downstream systems (eg, ERP, reporting visualizations)
An ideal candidate also has:
- Experience managing a Deal Desk or Commercial Management team within a high-growth SaaS business at scale ($1 billion + ARR)
- Proficient in deal management, contract management and pricing optimization
- Proficiency in Salesforce and NetSuite
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.
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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.
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