Enterprise Renewals Account Executive at Samsara

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 this Role: Renewals are the core of a SaaS company's revenue stream. The Enterprise Renewal Account Executive position will focus on the achievement of renewal targets for Samsara’s Enterprise Core accounts. This role is responsible for ensuring their customers are set up for success while maximizing the financial results for Samsara. For each deal, this means minimizing financial attrition, locking in the most favorable terms, identifying growth opportunities, and passing findings and insights back to the business. Outside of required in-person meetings and company events, this is a remote position with the option to work in-office at their own discretion assuming reasonable commuting time and proximity. 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, reduce emissions, 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. We set up our employees for success and have built a culture that encourages rapid career development, countless opportunities to experiment and master your craft in a hyper growth environment. • You’re energized by our opportunity: The vision we have to digitize large sectors of the global economy requires your full focus and best efforts to bring forth creative, ambitious ideas for our customers. • You want to be with the best: At Samsara, we win together, celebrate together and support each other. You will be surrounded by a high-caliber team that will encourage you to do your best. • Negotiate and execute 30-45 Enterprise renewal agreements a quarter within the Core Segment, primarily focused on ~$150K ACV and below, using sound business judgment and a customer-first approach. • Develop and deliver win/win renewal strategies that protect contract value, sustain long-term partnerships, and reinforce commercial consistency across parent and subsidiary relationships. • Operate with strong account-team discipline by aligning with the broader account team (AE, CS) before any external customer outreach, ensuring a unified customer strategy and avoiding redundant or conflicting engagement. • Conduct thorough account and buyer research prior to engagement, including decision-maker mapping, open opportunity review, parent-child account context, and renewal history. • Coordinate renewal motion across account hierarchy, ensuring commercial continuity for subsidiaries/child accounts tied to larger Enterprise relationships. • Work proactively ahead of renewal timelines and maintain accurate pipeline visibility and forecasting aligned to internal expectations. • Monitor customer health signals (utilization, sentiment, adoption, delinquency where applicable) to identify emerging risks and engage the appropriate internal stakeholders early. • Partner cross-functionally with Sales Ops, Deal Desk, Finance, Legal, and CS to resolve renewal blockers and ensure timely finalization of order forms and executables. • Identify and surface expansion signals within the renewal cycle, routing opportunities to appropriate owners while maintaining a renewals-first execution mindset. • Track and maintain accurate renewal data in Samsara systems, ensuring exceptional hygiene across account details, renewal timelines, pricing context, and stakeholder notes. • Act as a Renewals brand ambassador internally, modeling operational excellence, strong communication, and a customer-centric posture. • Champion 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. In this role, you will: • Drive Commercial Execution: Negotiate and execute 30-45 Enterprise renewal agreements per quarter within the Core Segment (primarily ~$150K ACV and below), utilizing sound business judgment to lock in favorable terms and minimize financial attrition. • Strategize for Retention: Develop and deliver win/win renewal strategies that protect contract value, sustain long-term partnerships, and reinforce commercial consistency across complex parent and subsidiary relationships. • Orchestrate the Account Team: Operate with strong discipline by aligning with the broader account team (Account Executives, Customer Success) before external outreach to ensure a unified customer strategy. • Analyze & Forecast: Work proactively ahead of renewal timelines to maintain accurate pipeline visibility and forecasting. You will conduct thorough research—including decision-maker mapping and renewal history—prior to engagement. • Mitigate Risk: Monitor customer health signals (utilization, sentiment, adoption, and delinquency) to identify emerging churn risks and engage internal stakeholders early to resolve blockers. • Identify Growth: Detect expansion signals within the renewal cycle and route opportunities to the appropriate owners while maintaining a renewals-first execution mindset. • Collaborate Cross-Functionally: Partner with Sales Ops, Deal Desk, Finance, Legal, and CS to resolve renewal blockers and ensure timely finalization of order forms. • Champion Data Integrity: Track and maintain accurate renewal data in Samsara systems, ensuring exceptional hygiene across account details, pricing context, and stakeholder notes. Minimum requirements for the role: • 5+ years of closing sales experience, ideally working with mid-sized businesses in a high transaction environmen • Ability to work cross functionally with different parts of the organization to find solutions • A track record of consistent quota over-achievement • Comfort with a rapidly changing, high growth environment • Empathy for customers and team members • Highly organized • Strong communication and presentation skills • Familiarity with Salesforce An ideal candidate also has: • Specialized Experience: Prior experience specifically in SaaS Renewals or Account Management, rather than net-new sales alone. • Hardware/Software Knowledge: Familiarity with the complexities of selling combined hardware and software solutions (IoT, Telematics, or Supply Chain tech). • Procurement Fluency: Proven ability to negotiate directly with professional procurement teams and legal departments within large enterprise organizations. • Sales Methodology: Training in consultative sales methodologies (e.g., MEDDIC, Sandler, Challenger, or GAP Selling). • Tech Stack Proficiency: Experience using Gainsight, Tableau, or similar Customer Success and BI tools in addition to Salesforce. • Agility: A history of thriving in a "startup within a public company" atmosphere—demonstrating the ability to build processes where none exist and adapt quickly to shifting priorities. The range of annual on-target earnings (OTE) range for full-time employees for this position is below. Please note that OTE pay may vary depending on factors including your city of residence, job-related knowledge, skills, and experience.$88,952.50—$119,600 USDAt 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. Benefits Full time employees receive a competitive total compensation package along with employee-led remote and flexible working, health benefits, and much, much more. Take a look at our Benefits site to learn more. Accommodations Samsara is an inclusive work environment, and we are committed to ensuring equal opportunity in employment for qualified persons with disabilities. Please email [Upgrade to PRO to see contact] or click here if you require any reasonable accommodations throughout the recruiting process. 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. 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’ or ‘@us-greenhouse-mail.io’. For more information regarding fraudulent employment offers, please visit our blog post here.