Sales Operations Manager

About the role:

Samsara is looking for a Sales Operations Manager to play a critical role in scaling systems, processes and policies for the organization. This role will partner with senior leaders across Samsara’s go-to-market teams to design, build, and run critical business capabilities for our world-class sales organization. This leader will have an outsized impact on the future of our sales organization by helping us Build for The Long Term as we grow past $1BN in revenue. The ideal candidate has experience driving transformative initiatives that bring together people, process, and technology into elegant solutions to business problems related to all aspects of the pre-sales customer journey.

This is a remote position open to candidates residing in the US except the San Francisco Bay Metro Area, NYC Metro Area, and Washington, D.C. Metro Area.

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.

In this role, you will:

• Partner with our sales and cross-functional leaders to develop strategies to enable our Global Sales team to scale effectively, including process optimization, process redesign, or development of new process/policies
• Intake, assess and prioritize requests and improvement opportunities based on business impact and effort to create a long-term roadmap
• Develop operational measurements to identify business process issues and provide recommendations and solutions to business problems. Identify key opportunities for improvement through quantitative and qualitative insights, and through cross-functional partnerships
• Work on complex initiatives relating to corporate strategy and long-term goals
• Partner with the Salesforce Systems team to automate workflows and enhance systems processes by providing business requirements and considerations, conducting UAT testing, and leading Sales communications
• 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.

Minimum requirements for the role:

• 7+ years of experience in Sales Operations, Revenue Operations, or comparable roles in a high-growth B2B SaaS environment
• Demonstrated ability to drive organizational change through complex, cross-functional project management
• Proven experience delivering end-to-end initiatives, including intake, scoping, requirements, RACI/DACI creation, documentation, UAT, enablement, and change management
• Skilled at creating structure in ambiguous environments, driving clarity, and aligning cross-functional partners
• Experience developing project plans, workback schedules, dependency maps, and risk logs
• Strong ability to influence without authority and communicate effectively with AVP+ leaders
• Deep understanding of sales processes and policies, with the ability to translate business needs into actionable operational or systems requirements
• Strong business judgment with the ability to connect technical decisions to commercial outcomes (e.g., sales efficiency, compliance, forecast accuracy, approvals, quoting success)
• Comfortable analyzing system and process data (e.g., first-pass yield, SLA adherence, adoption trends) to inform prioritization and decision-making
• Exceptional communication and critical thinking skills, with the ability to simplify complex topics for executive audiences
• Thrives in fast-moving environments and can prioritize across multiple high-stakes initiatives
• Bachelor’s degree required; business, finance, economics, or engineering focus preferred; MBA optional

An ideal candidate also has:

• Significant experience in change management and project management
• Experience as a Salesforce administrator is a plus but not required