Director, Sales

Position: Director, Sales Commissions

Improve the safety, efficiency, and sustainability of the operations that power the global economy.

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 is a senior opportunity for a highly motivated, enthusiastic, and hands‑on leader dedicated to developing and leading a scalable Sales Compensation function. Your primary focus will be on driving day‑to‑day operations and continuous process improvement to ensure flawless execution. You will be instrumental in developing robust sales compensation processes and plans that align directly with company objectives. As a key partner to Sales Leadership, you will govern compensation policies and actively participate in the annual Sales Planning cycle to ensure compensation design effectively drives sales behavior.

Success requires developing strong cross‑functional relationships with Sales Operations, HR, Legal, and Payroll, along with playing a central role in system optimization and implementing proper internal controls for sustained, scalable growth.

This is a remote position open to candidates residing in the US except Alaska, Austin Metro, Boulder Metro, California, Chicago Metro, Connecticut, Dallas Metro, Denver Metro, Houston Metro, Maryland, Massachusetts, New Jersey, New York, Rhode Island, Seattle Metro, and Washington, D.C. In this role, you will:

• Manage the Global Sales Compensation team for calculation and administration of sales commissions, ensuring timely and accurate payouts to all teams on variable compensation plans.
• Maintain an in-depth understanding of all commission plans and be able to effectively communicate rationale, strategy and calculations.
• Collaborate on annual Sales Incentive Compensation planning and design process and policies with Sales Operations. Leverage industry best practices to inform the design process.
• Work with the IT team to continuously enhance systems design and optimize automation.
• Partner with Finance, Sales, HR and business leaders to ensure sales plans include line‑of‑sight business metrics and drive intended focus and behaviors to achieve financial objectives.
• Build for the long term by continuously identifying and improving Sales Compensation processes, systems and policies, while maintaining internal controls.
• Provide insights on sales compensation performance and go forward strategy implications to senior leadership.
• 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:

• 10-15 years progressive experience in sales compensation.
• Strong verbal and written communication skills.
• Have a growth mindset with the ability to work independently in a fast paced environment and handle multiple tasks and projects simultaneously.
• Obsesses over customers by providing excellent customer service.
• Xactly compensation system experience strongly preferred.

Samsara’s Compensation Philosophy: Samsara’s compensation program is designed to deliver Total Direct Compensation (based on role, level, and…