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:
This role builds and scales Samsara’s ecosystem of OEM, upfitter, and installation partners—ensuring installations meet the company’s technical, operational, and quality standards at scale. The person will bridge R&D, Operations, and Field teams to translate complex OEM requirements into clear, repeatable processes that accelerate deployment and improve installation consistency. Success in this role requires strong organizational and communication skills, technical fluency in hardware and vehicle systems, and a bias for execution in fast-moving, hands-on environments. The ideal candidate will thrive at the intersection of business development and technical operations, creating scalable partner systems that deliver seamless customer activation and measurable impact.
This is a remote position open to candidates residing in the US except the San Francisco Bay Metro Area, NYC Metro Area, and Washington, D.C. Metro Area.
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, reduce emissions, and most importantly, ensure workers return home safely.
- You are the architect of your own career: If you put in the work, this role won’t be your last at Samsara. We set up our employees for success and have built a culture that encourages rapid career development, countless opportunities to experiment and master your craft in a hyper growth environment.
- You’re energized by our opportunity: The vision we have to digitize large sectors of the global economy requires your full focus and best efforts to bring forth creative, ambitious ideas for our customers.
- You want to be with the best: At Samsara, we win together, celebrate together and support each other. You will be surrounded by a high-calibre team that will encourage you to do your best.
In this role, you will:
- Build and scale a network of OEM, upfitter, and installer partners across Samsara’s vehicle and asset segments.
- Drive partner onboarding, training, certification, and readiness to meet Samsara’s technical and quality standards.
- Develop and maintain repeatable playbooks that accelerate partner enablement and installation consistency.
- Collaborate cross-functionally with Product, Legal, Operations, and Field teams to operationalize OEM and customer installation programs.
- Capture installation requirements from OEM and upfitter engineering teams and translate them into clear guidance for Samsara R&D.
- Audit and track partner installation quality, throughput, and readiness to ensure seamless customer activation.
- Identify and resolve bottlenecks in partner performance, recommending process or tooling improvements.
- Conduct regular site visits to OEM manufacturing plants, upfitters, and installation partners to validate processes, support launches, and strengthen relationships (40%+ travel).
- 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.
Minimun requirements for the role:
- 1–4 years of experience in business development, operations, or partner management (hardware, manufacturing, or operations tech preferred).
- Strong organizational and communication skills, with ability to interface effectively across technical and operational teams.
- Comfort with installation workflows, hardware integration, and vehicle supply chain concepts.
- Demonstrated ownership, adaptability, and execution in fast-paced or ambiguous environments.
- Coachable, curious, and eager to learn complex systems quickly.
- Willingness to travel regularly to OEM and partner sites.
An ideal candidate algo has:
- Understanding of SaaS business models and how hardware-enabled data delivers measurable customer value.
- Experience building or scaling partner networks such as OEM programs, dealer ecosystems, or installer channels.
- Technical fluency with manufacturing environments, hardware integration, and vehicle system workflows.
- Bias for action and ownership, operating with urgency, accountability, and confidence in fast-changing environments.
- Resourceful and solution-oriented, thriving in ambiguity and consistently driving practical, high-impact outcomes.
- Builder mindset, eager to create scalable systems, optimize processes, and learn through hands-on execution.
- Mission-driven motivation, aligned with Samsara’s vision to connect and transform the world of physical operations.
Samsara’s Compensation Philosophy: Samsara’s compensation program is designed to deliver Total Direct Compensation (based on role, level, and geography) that is at or above market. We do this through our base salary + bonus/variable + restricted stock unit awards (RSUs) for eligible roles. For eligible roles, a new hire RSU award may be awarded at the time of hire, and additional RSU refresh grants may be awarded annually.
We pay for performance, and top performers in eligible roles may receive above-market equity refresh awards which allow employees to achieve higher market.
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.
Benefits
Full time employees receive a competitive total compensation package along with employee-led remote and flexible working, health benefits, and much, much more. Take a look at our Benefits site to learn more.
Accommodations
Samsara is an inclusive work environment, and we are committed to ensuring equal opportunity in employment for qualified persons with disabilities. Please email [email protected] or click here if you require any reasonable accommodations throughout the recruiting process.
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.
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’ or ‘@us-greenhouse-mail.io’. For more information regarding fraudulent employment offers, please visit our blog post here.
