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Director, Deal Desk



United States · Remote
Posted on Wednesday, May 8, 2024

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, Equipment Monitoring, and Site Visibility. 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:

At Samsara, the Deal Desk's mission is to secure durable and efficient growth for the company through best-in-class, agile and scalable deal governance. The Deal Desk Director of Incubation will lead Samsara’s Deal Desk function for new markets and drive innovative commercial models for new customer scenarios.

Reporting directly to Samsara’s Vice President of Deal Desk, this role will:

  • Work closely with senior leadership across Samsara (Sales, Finance, Operations, Accounting, Legal, and Product) to influence deal outcomes and achieve corporate financial goals.
  • Design and maintain policies, commercial strategies and downstream processes to support assigned Sales segments, while also partnering cross-functionally to shape and close complex deals.
  • Foster a fulfilling and inclusive work experience by hiring, managing and developing a high-performing team.

In this role, your impact will be highly visible and contribute directly to Samsara’s business performance and success.

In this role, you will:

  • Achieve corporate financial outcomes by providing Sales support and influencing both high-volume Mid Market and complex Enterprise transactions
  • Demonstrate operational excellence, and evolve processes and system requirements to provide a streamlined Sales and Customer experience at scale
  • Partner with Sales and Finance leadership to inform and execute against an aligned deal strategy, including pricing, payment structures, commercial terms, legal and product considerations
  • Refine and improve the deal review process, documentation and systems applied to standard and non-standard transactions, in collaboration with Sales, Sales Operations, IT and Finance
  • Build strong cross-functional partnerships, proactively communicate and iterate on feedback
  • Utilize data and real-time reporting to identify areas of improvement, inform solutions, execute initiatives and communicate results
  • 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

Minimum requirements for the role:

  • 10+ years of combined experience in Deal Desk, Finance, Sales, Sales Operations, Revenue Operations or equivalent roles
  • Demonstrated experience in complex deal negotiations
  • Financial acumen, ability to translate corporate financial goals into consistent deal support strategy
  • Track record of executing multiple strategic programs across an organization, including process improvements, systems enhancements, and enablement
  • Demonstrated ability to hire, manage, and develop talent and lead high-performing team
  • Ability to effectively identify, prioritize and manage initiatives leveraging an OKR system across a global team
  • Ability to work with senior management and Enterprise Customers, distill key concepts, and influence business choices
  • Strong written and verbal communication skills
  • Ability to synthesize data into actionable insights, make data-driven conclusions and establish recurring reporting to monitor performance
  • Proficiency in CRM, CPQ and CLM tools and familiarity with downstream systems (eg, ERP, reporting visualizations)

An ideal candidate also has:

  • Experience managing a Deal Desk or Commercial Incubation team within a high-growth SaaS business at scale ($1 billion + ARR)
  • Comfort designing and implementing deal management, contract management and pricing optimization tools in partnership with operations and IT teams
  • Proficiency in Salesforce and NetSuite

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 positioning.

The range of annual base salary for full-time employees for this position is below. Please note that base pay offered may vary depending on factors including your city of residence, job-related knowledge, skills, and experience.
$123,200$220,000 USD

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. We are committed to increasing diversity across our team and ensuring that Samsara is a place where people from all backgrounds can make an impact.


Full time employees receive a competitive total compensation package along with employee-led remote and flexible working, health benefits, Samsara for Good charity fund, and much, much more. Take a look at our Benefits site to learn more.


Samsara is an inclusive work environment, and we are committed to ensuring equal opportunity in employment for qualified persons with disabilities. Please email 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 ‘’ or ‘’. For more information regarding fraudulent employment offers, please visit our blog post here.