Director, GTM Business Operations

About the role

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. The Business Operations team's mandate is to own the end-to-end understanding of our business in each of our vertical markets and set the strategy for how to grow it over the next three years. We identify the strategic levers for growth, align cross-functional teams, and drive towards high impact outcomes. We report to executive and C-level leadership on the health and priorities of each market and act as trusted advisors and thought partners to our sales leaders. Each team member is an expert on their respective market across Samsara's end-to-end business and is empowered to identify and drive the levers for the next wave of growth. We're defined by our insatiable curiosity and our ownership mindset. Samsara is looking for a Director, GTM Business Operations to act as the thought partner to the sales leaders for the Commercial and Mid-market business segments and to drive towards outcomes that unlock exponential growth. This role acts as the expert on the end-to-end business health and strategy of the Commercial and Mid-market business segments, with a deep understanding of everything from segment-level sales performance to developing the growth agenda with the sales leaders. This role is the trusted thought partner of our sales leadership as well as being seen as the business and strategy expert by our executive leadership team and cross-functional stakeholders. This is a remote position open to candidates based in the United States. Relocation assistance will not be provided for this role. In this role, you will: Act as the strategic owner of the Commercial and Mid-market business segments, developing a deep understanding of customer segments, sales performance, product-market fit, competitive landscape, and operational drivers to identify key levers for growth. Represent the voice of the Commercial and Mid-market business segments, synthesizing field feedback and market intelligence to inform broader company strategy, product roadmap decisions, and customer-facing programs. Drive and track the execution of cross-functional investments within the business. Lead complex strategic projects with urgency and clarity, such as new segment launches or field productivity improvements. Work iteratively and with urgency to drive value quickly. Serve as the trusted advisor to Commercial and Mid-market business sales leadership, supporting annual and quarterly planning, territory design, goal setting & forecasting, performance reviews, sales metrics, and in-quarter execution to help teams consistently beat targets. Develop executive-ready presentations and recommendations, regularly briefing senior leadership and influencing high-impact decisions at the company-wide level. Identify and recommend improvements to optimize sales performance and help Sales leaders hit their number. Own the rhythm of the business, including quarterly business reviews, monthly market updates, annual planning, and forecasting processes with a focus on insights, decision-making, and accountability. Own your own analytics and insights, independently pulling and transforming data across multiple sources (e.g., Salesforce, Databricks, Gong, Tableau) to uncover trends, diagnose root causes, and support data-driven decision making-bringing both technical rigor and business acumen to your analyses. Leverage AI and automation tools to accelerate impact, using capabilities such as AI-driven forecasting, workflow automation, and generative insights to improve operational efficiency, reduce manual effort, and uncover new growth opportunities faster than ever before. 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 Hire, develop and lead an inclusive, engaged, and high performing team

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