Director, Mid-Market Sales – Mainland Europe

About Samsara

Samsara (NYSE: IOT) is the pioneer of the Connected Operations™ Cloud, enabling organizations
that depend on physical operations to harness IoT data for actionable insights. We help improve
the safety, efficiency, and sustainability of industries such as agriculture, construction,
transportation, and manufacturing — powering over 40% of global GDP.

At Samsara, you’ll help shape the future of physical operations through innovative solutions
including Video-Based Safety, Vehicle Telematics, Driver Workflows, and Equipment Monitoring.

Role Overview

We are hiring a Director of Mid-Market Sales to lead and scale our go-to-market strategy
across France, Germany, and the Netherlands. This is a second-line leadership role reporting
to the VP of EMEA, with responsibility for a team of managers and account executives.

• Own regional go-to-market strategy
• Lead and develop first-line sales managers
• Build scalable and repeatable sales processes
• Drive growth across key European markets

Key Responsibilities

• Develop and own mid-market go-to-market strategy (segmentation, channels, local considerations)
• Lead and coach first-line managers, shifting focus to scalable business processes
• Design and execute MVP strategies, testing and iterating quickly
• Drive operational cadence including pipeline generation and forecast accuracy
• Own recruitment and onboarding of top sales talent
• Collaborate with Product, Marketing, and Enablement teams
• Report performance, risks, and opportunities to executive stakeholders

Minimum Requirements

• Experience in second-line sales leadership within a SaaS environment
• Proven track record building and scaling go-to-market strategies in Europe
• Fluency in English; French or German preferred
• Willingness to travel across the region
• Location in or relocation to Paris or a major German city
• Experience developing first-line managers using leading indicators

What Makes an Ideal Candidate

• Operational rigor with strong accountability and execution discipline
• “Figure it out” mindset and comfort with ambiguity
• Challenger mentality to displace competitors and reframe conversations
• Pipeline-building expertise in emerging or developing markets
• Coaching ability to shift manager behavior while retaining talent
• Strong hiring instincts across diverse markets and cultures
• Executive presence with attention to operational detail

Total Rewards

• Competitive compensation (base salary, bonus, and equity)
• Performance-based rewards with strong upside for top performers
• Professional development stipend
• Comprehensive health and parental leave benefits

Flexible Working

• Flexible work model (remote, hybrid, or in-office)
• Location-based roles where necessary for collaboration and operations
• Support for effective contribution across all working styles

Belonging at Samsara

We are committed to building an inclusive workplace where everyone belongs. We welcome applicants
of all backgrounds and ensure equal opportunity regardless of race, gender, age, disability,
or other protected characteristics.

Accommodations

Samsara provides reasonable accommodations throughout the hiring process to ensure equal access
for candidates with disabilities.

Application Integrity & Fraud Prevention

• Application verification using fraud detection tools
• No fees required at any stage of the hiring process
• Official communication only from verified company domains