Account Manager, Mid-Market
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Job Description
Mid-Market Account Manager guiding customers using Samsara's IoT operations platform. Driving adoption, measurable value, expansion, and end-to-end renewals.
Responsibilities:
- Serve as customers' trusted advisor and long-term partner from adoption through value realization and renewal
- Develop deep knowledge of the Samsara platform and advise customers on customizing it for their fleets and challenges
- Build customer relationships and drive product adoption
- Lead strategic customer engagements, product consultations, and value check-ins
- Own a Mid-Market customer book from adoption through renewal
- Identify, forecast, escalate, and mitigate renewal risk
- Identify expansion opportunities through customer relationships and product conversations
- Lead ROI and value discussions, negotiate terms, and close renewals
- Minimize financial attrition and secure favorable renewal terms
- Work cross-functionally with Sales, Support, Deal Desk, Operations, and Product
- Explain Samsara platform capabilities to businesses including field services, utilities, transportation, and school buses
- Investigate, diagnose, and resolve technical customer issues
- Contribute to an exceptional team environment and champion Samsara's cultural principles
Requirements:
- 2 to 5+ years in a customer-facing role such as renewals, account management, or sales, ideally in SaaS, technology or logistics supporting or working with technical products
- Track record of consistent quota over-achievement
- Solutions-oriented with strong problem-solving skills
- Proven track record of building trust and communicating effectively and empathetically with executives, Sales, Product, Support, and software users
- Strong communication, presentation, and organizational skills
- Familiarity with Salesforce, Gainsight, Gong or similar GTM tools
- Comfort with a rapidly changing, high-growth environment
- Bachelor's degree from a 4-year institution, or equivalent practical experience
- Experience using AI tooling to drive efficiency and outcomes
- Experience building deep knowledge of technical products; familiarity with integrating hardware with software solutions is a bonus
- Experience with routing, navigation, commercial trucking fleets, and logistics is an advantage
Benefits:
- Performance-based bonus/variable pay
- Equity for eligible roles
- Flexible, employee-led remote model
- Professional development stipend
- Comprehensive health plans
- Parental leave plans
- Above-market total compensation opportunity
- Flexible working model
- Remote work support where aligned with operational requirements
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