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:

The Value Architect role sits within Samsara’s Business Value Strategy (BVS) team and is focused on guiding enterprise customers through their value journey. Value Architects help customers identify strategic goals, uncover operational challenges, and connect those to measurable business outcomes enabled by Samsara’s platform.

This highly collaborative role partners with Sales, Sales Engineering, and Product to ensure customers can clearly see the business impact of adopting Samsara. Value Architects act as discovery leaders and architects, framing where Samsara can drive efficiency, safety, sustainability, and ROI.

This role is 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 innate curiosity in 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: 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.
You are a team player: At Samsara, sales is a team sport. We help each other out by sharing best practices and focus on winning as a team.

In this role, you will:

Lead customer discovery: Engage executives and operators to uncover business goals, workflow challenges, and success criteriaAlign customer and internal stakeholders on the main sources of value (efficiency, safety, sustainability) that a prospective customer will receive by using Samsara’s products
Architect the value story: Connect customer challenges to Samsara solutions and design a clear roadmap of outcomes
Partner cross-functionally: Collaborate with AEs, SEs, and post-sale teams to align on strategy and ensure a consistent value narrative from discovery through adoption
Strengthen the value journey: Provide structured, outcome-based deliverables that improve customer buy-in, accelerate sales cycles, and set the stage for long-term success
Contribute to methodology and scaling: Help refine Samsara’s approach to value discovery and support enablement across the broader sales organization
Champion Samsara’s cultural principles: Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, and Win as a Team

Minimum requirements for the role:

6+ years experience in management, strategy, or tech consulting and/or value engineering,
Experience facilitating group discussions and workshops with multiple levels of an organization, from front-line managers to executive stakeholders
Structured thinker with strong quantitative skills, an eye for value, and attention to detail
Proficiency in visual storytelling and frameworks to synthesize complex ideas into clear narratives
Strong facilitation, communication, and presentation skills, with proven experience engaging executives and customer-facing stakeholders
Proven ability to build deep and empathetic working relationships with customers/clients and cross-functional teams
Experience managing programs across cross-functional teams, building processes, assets to scale, and driving measurable impact
Self-starter who thrives in an unstructured, change-heavy environment, embraces continuous learning, and enjoys owning projects
Strong aptitude in Google Slides, PowerPoint, and diagramming tools
Bachelor’s degree required

An ideal candidate also has:

Experience in fleet management, IoT devices, or B2B software a nice to have
Experience working with executives in transportation, field services, energy, or public sector industries a nice to have
Background in structured discovery, design thinking, or enterprise solution consulting
Ability to build business cases, success metrics, and ROI models that quantify value for decision-makers

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.

$139,825—$211,500 USD

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.

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 [email protected] 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.

Value Architect

About this role

Benefits

About Samsara