Director, GTM Business Operations

Role brief

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 Business Operations team’s mandate is to own the end-to-end understanding of our business in each of our vertical markets and set the strategy for how to grow it over the next three years. We identify the strategic levers for growth, align cross-functional teams, and drive towards high impact outcomes. We report to executive and C-level leadership on the health and priorities of each market and act as trusted advisors and thought partners to our sales leaders. Each team member is an expert on their respective market across Samsara’s end-to-end business and is empowered to identify and drive the levers for the next wave of growth. We’re defined by our insatiable curiosity and our ownership mindset.  Samsara is looking for a Director, GTM Business Operations to act as the thought partner to the sales leaders for the Commercial and Mid-market business segments and to drive towards outcomes that unlock exponential growth. This role acts as the expert on the end-to-end business health and strategy of the Commercial and Mid-market business segments, with a deep understanding of everything from segment-level sales performance to developing the growth agenda with the sales leaders. This role is the trusted thought partner of our sales leadership as well as being seen as the business and strategy expert by our executive leadership team and cross-functional stakeholders.  This is a remote position open to candidates based in the United States. Relocation assistance will not be provided for this role. In this role, you will: Act as the strategic owner of the Commercial and Mid-market business segments, developing a deep understanding of customer segments, sales performance, product-market fit, competitive landscape, and operational drivers to identify key levers for growth.  Represent the voice of the Commercial and Mid-market business segments, synthesizing field feedback and market intelligence to inform broader company strategy, product roadmap decisions, and customer-facing programs. Drive and track the execution of cross-functional investments within the business. Lead complex strategic projects with urgency and clarity, such as new segment launches or field productivity improvements.  Work iteratively and with urgency to drive value quickly. Serve as the trusted advisor to Commercial and Mid-market business sales leadership, supporting annual and quarterly planning, territory design, goal setting & forecasting, performance reviews, sales metrics, and in-quarter execution to help teams consistently beat targets.  Develop executive-ready presentations and recommendations, regularly briefing senior leadership and influencing high-impact decisions at the company-wide level. Identify and recommend improvements to optimize sales performance and help Sales leaders hit their number. Own the rhythm of the business, including quarterly business reviews, monthly market updates, annual planning, and forecasting processes with a focus on insights, decision-making, and accountability.  Own your own analytics and insights, independently pulling and transforming data across multiple sources (e.g., Salesforce, Databricks, Gong, Tableau) to uncover trends, diagnose root causes, and support data-driven decision making—bringing both technical rigor and business acumen to your analyses. Leverage AI and automation tools to accelerate impact, using capabilities such as AI-driven forecasting, workflow automation, and generative insights to improve operational efficiency, reduce manual effort, and uncover new growth opportunities faster than ever before. 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: 10+ years of experience in Consulting, Strategy, Finance, Business Operations, or Sales Strategy & Operations  Ownership mindset with willingness to shape end-to-end outcomes of the market Experience in building trusting relationships and influencing others (incl. executive audiences) Experience working with executive leadership and partnering with sales leadership Highly organized with exceptional attention to detail and the ability to manage multiple projects on a tight deadline Strong analytical and logical reasoning skills; deep sense of curiosity  Strong bias for action Able to convey complex ideas in a clear, concise manner both verbally and in writing Ability to coach and grow a team of highly motivated, highly skilled business operations associates and managers Bachelor’s degree An ideal candidate also has: MBA preferred Experience at a high-growth B2B AI or SaaS company Has worked across large and dynamic markets Experience working with large data sets and leveraging Databricks, BigQuery, SQL, or similar is very helpful  Low ego, good sense of humor, and comfort with ambiguity all will go a long way in this dynamic space Very dialed into driving impact and showing good judgement in picking the right initiatives to focus on The range of annual base salary for full-time employees for this position is below. Please note that base pay offered may vary depending on factors including your city of residence, job-related knowledge, skills, and experience. Learn more about our total rewards and benefits below. Annual Base Salary$148,680—$265,500 USDTotal Rewards At Samsara, we build for the people who keep the global economy moving. We want owners, not passengers, which is why our rewards are designed to fuel high-impact builders. Our compensation program delivers above-market total compensation through a combination of base salary, performance-based bonus/variable pay, and equity (for eligible roles) in a high-growth public company. We meaningfully differentiate pay for our top performers, who have the opportunity to earn above-market compensation that can outpace the broader market over time. Beyond compensation, we provide the foundations that enable long-term success: a flexible, employee-led remote model, a professional development stipend, comprehensive health and parental leave plans, and more. If you’re ready to build for the long term and own the outcome, your journey starts here. 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. Belonging at Samsara 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. Accommodations  Samsara is an inclusive work environment, and we are committed to ensuring equal opportunity in employment for qualified persons with disabilities. Please email accessibleinterviewing@samsara.com or click here if you require any reasonable accommodations throughout the recruiting process. Our Commitment to Authenticity We use Tofu, a fraud detection tool, to validate the authenticity of applications and protect against identity fraud. This ensures we are connecting with real people and allows us to prioritize genuine candidates. Please see Samsara’s Candidate Privacy Notice for more information. 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, @us-greenhouse-mail.io or @mail3.guide.co. For more information regarding fraudulent employment offers, please visit our blog post here.