Samsara · 5 days ago
Sr Enterprise Renewals Account Executive
San Francisco, CA
Full-time
Hybrid
Mid, Senior Level
$89K/yr - $150K/yr
7+ years expSamsara is a pioneer of the Connected Operations™ Cloud, enabling organizations to harness IoT data for operational improvements. The Enterprise Renewal Account Executive will focus on achieving renewal targets for Samsara’s Enterprise Core accounts, ensuring customer success while maximizing financial outcomes.
Business IntelligenceCloud Data ServicesInternet of ThingsSaaSSoftware
Responsibilities
Negotiate and execute 30-45 Enterprise renewal agreements a quarter within the Core Segment, primarily focused on ~$150K ACV and below, using sound business judgment and a customer-first approach
Develop and deliver win/win renewal strategies that protect contract value, sustain long-term partnerships, and reinforce commercial consistency across parent and subsidiary relationships
Operate with strong account-team discipline by aligning with the broader account team (AE, CS) before any external customer outreach, ensuring a unified customer strategy and avoiding redundant or conflicting engagement
Conduct thorough account and buyer research prior to engagement, including decision-maker mapping, open opportunity review, parent-child account context, and renewal history
Coordinate renewal motion across account hierarchy, ensuring commercial continuity for subsidiaries/child accounts tied to larger Enterprise relationships
Work proactively ahead of renewal timelines and maintain accurate pipeline visibility and forecasting aligned to internal expectations
Monitor customer health signals (utilization, sentiment, adoption, delinquency where applicable) to identify emerging risks and engage the appropriate internal stakeholders early
Partner cross-functionally with Sales Ops, Deal Desk, Finance, Legal, and CS to resolve renewal blockers and ensure timely finalization of order forms and executables
Identify and surface expansion signals within the renewal cycle, routing opportunities to appropriate owners while maintaining a renewals-first execution mindset
Track and maintain accurate renewal data in Samsara systems, ensuring exceptional hygiene across account details, renewal timelines, pricing context, and stakeholder notes
Act as a Renewals brand ambassador internally, modeling operational excellence, strong communication, and a customer-centric posture
Champion 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
Drive Commercial Execution: Negotiate and execute 30-45 Enterprise renewal agreements per quarter within the Core Segment (primarily ~$150K ACV and below), utilizing sound business judgment to lock in favorable terms and minimize financial attrition
Strategize for Retention: Develop and deliver win/win renewal strategies that protect contract value, sustain long-term partnerships, and reinforce commercial consistency across complex parent and subsidiary relationships
Orchestrate the Account Team: Operate with strong discipline by aligning with the broader account team (Account Executives, Customer Success) before external outreach to ensure a unified customer strategy
Analyze & Forecast: Work proactively ahead of renewal timelines to maintain accurate pipeline visibility and forecasting. You will conduct thorough research—including decision-maker mapping and renewal history—prior to engagement
Mitigate Risk: Monitor customer health signals (utilization, sentiment, adoption, and delinquency) to identify emerging churn risks and engage internal stakeholders early to resolve blockers
Identify Growth: Detect expansion signals within the renewal cycle and route opportunities to the appropriate owners while maintaining a renewals-first execution mindset
Collaborate Cross-Functionally: Partner with Sales Ops, Deal Desk, Finance, Legal, and CS to resolve renewal blockers and ensure timely finalization of order forms
Champion Data Integrity: Track and maintain accurate renewal data in Samsara systems, ensuring exceptional hygiene across account details, pricing context, and stakeholder notes
Qualification
Required
7+ years of closing sales experience, ideally working with mid-sized businesses in a high transaction environment
Ability to work cross functionally with different parts of the organization to find solutions
A track record of consistent quota over-achievement
Comfort with a rapidly changing, high growth environment
Empathy for customers and team members
Highly organized
Strong communication and presentation skills
Familiarity with Salesforce
Preferred
Prior experience specifically in SaaS Renewals or Account Management, rather than net-new sales alone
Familiarity with the complexities of selling combined hardware and software solutions (IoT, Telematics, or Supply Chain tech)
Proven ability to negotiate directly with professional procurement teams and legal departments within large enterprise organizations
Training in consultative sales methodologies (e.g., MEDDIC, Sandler, Challenger, or GAP Selling)
Experience using Gainsight, Tableau, or similar Customer Success and BI tools in addition to Salesforce
A history of thriving in a 'startup within a public company' atmosphere—demonstrating the ability to build processes where none exist and adapt quickly to shifting priorities
Benefits
Competitive total compensation package
Employee-led remote and flexible working
Health benefits
Company
Samsara
Samsara is digitizing the world of physical operations.
1001-5000 employees
H1B Sponsorship
Samsara has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (68)
2024 (53)
2023 (59)
2022 (70)
2021 (1)
2020 (8)
Funding
Current Stage
Public CompanyTotal Funding
$930MKey Investors
General CatalystAndreessen Horowitz
2021-12-15IPO
2020-09-24Secondary Market
2020-05-20Series F· $700M
Leadership Team
Sanjit Biswas
CEO
Ben Calderon
CTO - Hardware & Operations
Recent News
2025-12-31
2025-12-31
Andreessen Horowitz
2025-12-31
Company data provided by crunchbase