Job detail for Account Development Representative (DACH)

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 position

As an Account Development Representative (ADR) at Samsara, you will be prepared for your next role as an Account Executive, both on the job and through our training program led by world-class sales professionals.

Your day-to-day: You will build pipelines for our DACH business and generate new opportunities through proactive outbound outreach.

We have offices in London, Paris, and Amsterdam and offer remote work from Germany, France, the Netherlands, and the United Kingdom.

This is a remote position for candidates residing in Germany, France, the Netherlands, or the United Kingdom. The position operates on CET working hours. No relocation assistance is provided for this role.

The job is right for you if…

• …you want to help shape the industries that keep our world running: Your work has a real impact. You help keep the lights on, get food to supermarkets, and, most importantly, ensure that workers return home safely.
• …you are the architect of your own career: If you put in the effort, this role won't be your last at Samsara. Successful ADRs can advance to a Full Sales Cycle position within two years or less.
• …you enjoy talking to people: In this role, you will conduct an average of over 60 calls per day with potential customers.
• …you are naturally curious about how businesses work: One day you are talking to someone in the waste management industry, the next you are learning about the inner workings of a food distribution center. Our best sales representatives want to understand the operations of the companies they serve in detail to make a greater impact.
• …you see rejection as a learning opportunity: In this role, people will hang up on you, and you will receive rejections. You need the resilience to keep picking up the phone to sell Samsara’s mission.
• …you want to work with the best: Samsara’s performance-oriented sales culture means you are surrounded by the best and challenged to go further than ever before.

In this position you will:

• Build a pipeline through personalized outreach to prospects via phone, email, and LinkedIn
• Have the opportunity to attend trade shows and events to represent the Samsara brand and connect with potential customers and partners
• Become a product expert and learn the Samsara way of selling
• Carefully document all interactions with accounts in our CRM (Salesforce.com)
• Represent, embody, and anchor 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 continue to grow globally and with new locations

Minimum requirements for the position:

• 1–3 years of professional experience, ideally in customer-facing roles
• At least 6–12 months of sales experience
• High motivation and commitment, as well as a strong desire to work in goal-oriented sales
• Proven track record of consistently exceeding goals or expectations in previous roles
• Excellent communication skills, both verbal and written
• Curiosity and the ability to ask insightful questions
• A committed advocate of a growth mindset
• Very good English skills and fluent German skills

Ideally, you also bring:

• Experience in closing sales roles
• Proven achievements beyond professional life (e.g., in studies, sports, volunteer work, etc.)
• Willingness to collaborate in a "Win as a Team" environment and influence others
• Enthusiasm for solving new problems in innovative ways
• Motivation to help build a fast-growing company in the IoT and SaaS space

ADR Career Paths

In Samsara’s ADR program, there are always opportunities to reach the next level and take on more responsibility, both during the program and beyond. Those who work hard and develop quickly can advance their careers. With a focus on continuous development, training does not end after onboarding: We offer ADRs the opportunity to deepen their understanding of the market and our competitors, build the skills necessary for sales, and work with mentors to progress through the three stages of our ADR program.

• ADR I: ADRs focus on inbound leads. They conduct a high volume of calls, explain the products in detail, and build relationships with prospects interested in Samsara. At the ADR I level, we offer numerous learning opportunities, including call sessions with more experienced members of the sales team as well as training on tools (Salesforce, Salesloft, Lusha), product knowledge, objection handling, and more. Our ADRs at this level are doers who can advance their careers through the opportunities created for them.
• ADR II: The next level in the program. Here, our ADRs work at the top of the funnel, create high-quality sales engagements, and support our Account Executives. With the move into outbound work, ADRs at level II are continuously exposed to new learning opportunities and participate in specialized training, including professional writing, persona-based outreach, Cold Calling 2.0, as well as collaboration and communication with Account Executives. After building their outbound skills and earning sales certifications, our ADRs advance to the final stage of the program.
• ADR III: The highest level in our organization. These ADRs work hand-in-hand with Field Account Executives and Enterprise Regional Sales Managers at Samsara. They jointly manage large accounts, implement detailed territory plans, participate in weekly strategy meetings, and plan or attend customer demos. Additionally, ADR IIIs participate in a mentoring program where they learn from leaders on the Account Executive team, who provide them with insights and training before they prove themselves in an interview for an Account Executive position.

Total 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 @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.