Senior Trial Success Manager

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. Samsara's Trial Success team ensures enterprise trials are executed with excellence. By enabling seamless trial execution, we help prospects realize the full value of our solution and prepare them for successful implementation. As a Sr. Trial Success Manager (TSM), you will support trial execution, working alongside the Sales team to ensure that prospective customers experience the full value of our solutions during the trial. You will partner closely with internal sales, sales engineering, and other cross functional teams to create and drive progress on customized trial plans tailored to client needs. This is a high-profile role, critical to driving trial conversion, overall sales success, and long-term customer adoption, particularly in the Enterprise Sales segment. 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. Travel Requirements: This role will require travel to Samsara and customer sites in the US and Canada up to 25% of the time. Expected travel includes 3-5 onsite trips per quarter of 1-2 nights each. You should apply if: You want to impact the industries that run our world: Every phone call you answer and every email you send can affect whether truck drivers deliver goods on time and without accidents, whether students get dropped off safely from school, or whether power gets restored quickly after a natural disaster. You thrive the most when solving problems: Our constantly expanding technology and the complexities faced by our customers provide an exciting range of challenges for our Customer Success teams. With a growth mindset and a desire to learn, you will strategically partner with our customers to find unique solutions to help keep their operations safe, efficient, and sustainable. You are a natural relationship builder: Whether the relationship is with our customers or with cross-functional teams in Samsara, you are in constant communication and collaboration with key stakeholders to win as a team. You are the architect of your own career: If you put in the work, this role won't be your last at Samsara. This Customer Success team is still shaping its future and you will have plenty of autonomy and opportunities to master your craft in a hyper growth environment. You want to be with the best: At Samsara, we win together, celebrate together and support each other. You will be surrounded by the best and brightest professionals out there. In this role, you will: Manage the trial of Samsara technology for enterprise prospects, developing tailored trial plans customized to the prospect's specific needs. Lead value-based conversations to establish success criteria, define project scope and manage internal and external teams accountable for the end-to-end delivery of the trial. Act as a subject matter expert on topics such as change management, communication strategy, risk mitigation, and coaching techniques. Build collateral to support trial process standardization including job aids, communication templates, mutual action plans in Accord, etc. Lead internal account team strategy sessions to unblock deals and drive alignment on next steps to progress the trial, coordinate leadership support asks, and more. Coordinate with key cross functional teams to bring in the right resources at the right time based on strategic priorities of the trial. Communicate updates on major milestones, keeping internal and external stakeholders informed of progress and trial outcomes. Create tailored meeting content for key trial milestones and ad hoc engagements as needed. 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. Minimum requirements for the role: 8+ years of experience in a client-facing role working with larger, E