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 one of the fastest-growing enterprise technology companies in the world, with $1.9B in ARR and 30% year-on-year growth. Our DACH business is one of the strongest and fastest-growing markets in the region, and we’re now looking for an Mid-Market Sales Manager to lead our Mid-Market team in Germany, Austria, and Switzerland.
This is a backfill driven by the internal promotion of our previous manager to a director-level role within the business — a strong signal of what’s possible here. You will inherit a team of high-calibre Account Executives operating in one of the most compelling IoT markets in Europe, selling a connected operations platform to the companies that keep physical industries moving: transport, logistics, field services, construction, and manufacturing.
Your job is to turn a strong team into a consistently exceptional one — by building a structured outbound pipeline engine, coaching each rep individually, and translating commercial strategy into daily practice across the team.
This role is based in Germany and requires native German language fluency. Samsara operates a remote-first model across its European business.
In this role, you will:
- Own the performance and development of a team of Mid-Market Account Executives across the DACH territory, holding reps accountable to pipeline targets, activity standards, and forecast hygiene through structured weekly operating rhythms.
- Coach each rep individually — adapting your approach to where each person is in their development — from building territory plans and running effective discovery calls through to closing complex, multi-stakeholder deals.
- Build and sustain a predictable outbound pipeline engine across the team, setting clear rep-level generation targets, running weekly pipe reviews, and diagnosing coverage gaps before they become quarter-end problems.
- Join key deals alongside your reps — as a coach and as a closer when needed — pressure-testing qualification rigour and helping move deals through the critical stages of the sales cycle.
- Partner closely with your Director, Sales Engineering, ADR leadership and Marketing to align on territory strategy, resource deployment, and cross-functional execution — translating broader commercial priorities into daily team practice.
- Hire and onboard exceptional talent: actively sourcing candidates through your own network, running a rigorous assessment process, and building a bench that raises the standard of the team over time.
- Contribute to the scaling of Samsara’s Mainland Europe business — sharing best practices across peer ISMs, supporting wider commercial initiatives, and building the operational foundation for a larger team as the DACH region grows.
- 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
- Hire, develop and lead an inclusive, engaged, and high performing team
Minimum requirements for the role:
- 2 years of proven experience as a frontline sales manager in a B2B technology or SaaS environment, leading a team of at least five Account Executives through a direct, outbound-led selling motion.
- A background of at least 5 years as an individual contributor in a quota-carrying, outbound sales role before moving into management — you understand what it takes to build pipeline from scratch because you’ve done it yourself.
- Strong deal qualification fluency: you coach reps through complex, multi-stakeholder sales cycles and inspect pipeline against a structured framework (MEDDPICC or equivalent).
- Demonstrated ability to manage performance proactively: you’ve run structured coaching plans, held difficult conversations, and made the right call when a rep hasn’t been able to turn it around.
- Located in Germany, with the ability to travel within the DACH region for in-person meetings with prospects, customers, and the broader Samsara EMEA team.
An ideal candidate also has:
- A coaching-first leadership style: you invest differently in each rep based on where they are, what they need, and what their ceiling looks like — not a one-size-fits-all approach to development.
- Deep familiarity with the physical operations landscape — whether from selling into transport, logistics, field services, construction, or manufacturing — or a genuine curiosity about and affinity for these industries and the people who run them.
- A hunger to prove yourself in a high-growth environment: you’re not driven by title progression alone, but by the desire to build something exceptional and be measured against it.
- Experience building outbound pipeline from the ground up in a market where your team couldn’t rely on inbound volume or a well-established brand — and the conviction that this is a muscle you can develop in others.
- The ability to translate strategy into practice quickly: you understand the commercial direction from above and know how to land it with your team in a way that changes behaviour on Monday morning.
