[Hiring] Director, Product Partnerships @Samsara

Role Description

This is a high-impact leadership position within Samsara’s Global Partnerships team, responsible for building and activating our OEM Go to Market strategy.

This is a leadership opportunity for a builder who can navigate the complex world of OEMs and mutually align our growth objectives, build new routes to market, and expand our reach & impact. You will partner closely with Product to further these partnerships and you will build and lead a team of Partner Account Managers to activate this route to market, driving incremental revenue through a variety of go to market motions.

This is a remote position open to candidates residing in the US.

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.
• 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.
• 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:

• Drive OEM Go to Market Partner Strategy: Build the foundational playbook for how Samsara effectively partners to go to market with OEMs.
• Influence Strategic Relationships: Develop and influence top-down relationships with executive leadership at key partners to align objectives.
• Orchestrate Ecosystem Activation: Partner across Samsara to develop a mutual Samsara/OEM value prop and design GTM motions that motivate our teams to sell together.
• Build Scalable Programs: Develop the program that allows Samsara to partner with OEMs in a coordinated, repeatable fashion.
• Build & Scale a Team: Build and manage a high-performing team of Partner Account Managers focused specifically on OEM growth and activation.

Qualifications

• 12+ years of experience in partnerships, business development, consulting or sales, with experience building new partner motions and high-performing teams.
• Expertise in co-sell motion: Experience architecting mutual value props and driving multi-layered "sell-with" and “sell-through” partnership motions that deliver consistent pipeline.
• Complex Deal Orchestration: Ability to navigate multi-stakeholder deals across several companies.
• Builder Mentality: Proven ability to create structure, process, and commercial models where none exist.
• Cross-Functional Leadership: Ability to align cross-functional teams toward a common channel goal.

Requirements

• Experience working with OEMs in a go-to-market or strategy capacity.
• Understanding of OEM pre delivery installation, routes to market, & dealer networks.
• Experience in B2B technology or within a B2B technology ecosystem.

Benefits

• Annual OTE Salary: $205,800 — $367,500 USD.
• Above-market total compensation through a combination of base salary, performance-based bonus/variable pay, and equity (for eligible roles).
• Flexible, employee-led remote model.
• Professional development stipend.
• Comprehensive health and parental leave plans.