About the role:

The GTM Experience, Transformations & Tools team is the connective tissue between Samsara's Global Sales organization and the systems, processes, and policies that enable it to scale. As Manager, you'll lead a team of program and technical program managers who own the end-to-end delivery of the changes that make our Sales motion faster, cleaner, and more predictable. This work spans new CPQ capabilities and CLM workflows, redesigned quote-to-cash policies, and the operating cadences that keep a global Sales organization aligned. You'll partner closely with Sales leadership, Business Technology, Finance, Legal, and Product to set the roadmap, prioritize ruthlessly, and ship work that both customers and reps can feel.

This is a player-coach role. You'll coach a team, raise the bar on craft (intake, scoping, requirements, UAT, change management), and personally run the most complex, cross-functional initiatives.

This is a remote position open to candidates residing in the US except Alaska, Austin Metro, Boulder Metro, California, Chicago Metro, Connecticut, Dallas Metro, Denver Metro, Houston Metro, Maryland, Massachusetts, New Jersey, New York, Rhode Island, Seattle Metro, and Washington, D.C.

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.

In this role, you will:

• Build and lead a high-performing team: Hire, coach, and develop a team of program and technical program managers across the technical-delivery, process-design, and strategy spectrum.
• Own the integrated Revenue Operations roadmap: Intake, prioritize, and sequence work across systems delivery – Salesforce, CPQ, CLM, Billing, Forecasting, and Renewals.
• Translate strategy into programs: Partner with Sales and cross-functional leaders to scope problems, build the business case, define success metrics, and lead delivery from kickoff through adoption.
• Run the end-to-end delivery lifecycle: Lead complex system enhancements through requirements gathering, solution design with the Salesforce Systems team, UAT, enablement, change management, and post-launch measurement.
• Drive change management: Own change management for process and system improvements within the Sales organization – ensuring teams are prepared, supported, and equipped with the resources and enablement they need to adopt new ways of working.
• Develop the operating model: Define how Revenue Operations sees itself – instrument program health (first-pass yield, approval SLAs, quoting success rates, automation coverage, on-time delivery), publish it, and use it to drive decisions.
• Lead complex, ambiguous initiatives: Structure problems tied to corporate strategy and long-term goals, mobilize the right cross-functional team, and bring each initiative to a clear decision.
• Manage risk and communicate crisply: Identify dependencies, risks, and blockers early; develop mitigation strategies; and communicate program status to leadership through AVP+.
• Deliver impactful reporting and results: Measure project outcomes, report out on the impact delivered, and drive continuous-improvement processes to achieve and maintain operational excellence.
• Champion AI-forward ways of working: Apply AI tooling to accelerate intake, requirements, documentation, and analysis, and embed responsible-AI practices in how the team ships.
• Champion, role model, and embed Samsara’s cultural principles: Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, and Win as a Team – as we scale globally and across new offices.

Minimum requirements for the role:

• 6+ years in Business Systems, Revenue Operations, or TPM, preferably within high-growth B2B SaaS; includes at least 2-3 years of formal people management
• Bachelor’s degree or higher; academic background in Computer Science, Engineering, Economics, Finance, or Business is a significant advantage
• Demonstrated success leading the end-to-end delivery lifecycle for Sales tech stack improvements: from intake and scoping to UAT, enablement, and change management
• Technical expertise in Salesforce.com and Salesforce CPQ, specifically product configuration, pricing logic, quote templates, and discount approval workflows
• Functional understanding of the integrated Lead-to-Cash ecosystem, including CLM, Billing, Forecasting, and Renewals processes
• Ability to steer organizational change by leading complex, cross-functional programs in matrixed environments, ensuring successful adoption through rigorous change management
• Analytical mindset with a focus on program health metrics like first-pass yield, quoting success rates, automation coverage, and approval SLAs
• Strong communication skills, capable of translating between Systems and Sales audiences while operating effectively with AVP+ leadership
• Proven ability to structure ambiguous strategic problems and develop compelling business cases for change with senior stakeholders

An ideal candidate also has:

• Experience as a Salesforce administrator or hands-on Salesforce/CPQ build experience.
• PMP certification and/or Agile/Scrum certification; familiarity with Product Management and Six Sigma practices.
• An MBA or equivalent advanced degree.
• Experience with B2B hardware and SaaS products.
• Experience integrating AI tools (e.g., for requirements drafting, test-case generation, documentation, and analysis) to drive measurable efficiency and quality improvements, with a demonstrated point of view on responsible-AI practices (risk assessment, bias mitigation, quality reviews).
• Experience leading or contributing to operating-model design, capacity planning, and roadmap-prioritization frameworks.
• Experience supporting a global Sales organization across multiple regions and time zones.