About the role:

This is a high-impact leadership position within Samsara’s Global Partnerships team, responsible for building and activating our OEM Go to Market strategy.

This is a leadership opportunity for a builder who can navigate the complex world of OEMs and mutually align our growth objectives, build new routes to market, and expand our reach & impact. You will partner closely with Product to further these partnerships and you will build and lead a team of Partner Account Managers to activate this route to market, driving incremental revenue through a variety of go to market motions. 

This is a remote position open to candidates residing in the US.

You should apply if:

• You want to impact the industries that run our world: Your efforts will result in real-world impact—helping to keep the lights on, get food into grocery stores, and most importantly, ensure workers return home safely.
• You have an innate curiosity about how businesses work: One day you’ll meet with someone in waste management and the next you may be learning about the inner workings of a food distribution center. Our top sales team members seek to learn the ins and outs of the businesses they support in order to make a larger impact. 
• You build genuine relationships with your customers: The industries we serve have relied on pen-and-paper solutions for years and haven’t been met with the type of technology we offer. Our customers value earned trust and human relationships built over time.
• You want to be with the best: Samsara’s high-performance culture means you’ll be surrounded by the best and challenged to go farther than you have before. 
• You are a team player: At Samsara, sales is a team sport. We help each other out by sharing best practices and focusing on winning as a team.

In this role, you will: 

• Drive OEM Go to Market Partner Strategy: Build the foundational playbook for how Samsara effectively partners to go to market with OEMs. 
• Influence Strategic Relationships: Develop and influence top-down relationships with executive leadership at key partners to align objectives.
• Orchestrate Ecosystem Activation: Partner across Samsara to develop a mutual Samsara/OEM value prop and design GTM motions that motivate our teams to sell together.
• Build Scalable Programs: Develop the program that allows Samsara to partner with OEMs in a coordinated, repeatable fashion.
• Build & Scale a Team: Build and manage a high-performing team of Partner Account Managers focused specifically on OEM growth and activation

Minimum requirements for the role:

• 12+ years of experience in partnerships, business development, consulting or sales, with experience building new partner motions and high-performing teams.
• Expertise in co-sell motion: Experience architecting mutual value props and driving multi-layered "sell-with" and “sell-through” partnership motions that deliver consistent pipeline.
• Complex Deal Orchestration: Ability to navigate multi-stakeholder deals across several companies.
• Builder Mentality: Proven ability to create structure, process, and commercial models where none exist.
• Cross-Functional Leadership: Ability to align cross-functional teams toward a common channel goal.

An ideal candidate also has:

• Experience working with OEMs in a go-to-market or strategy capacity.
• Understanding of OEM pre delivery installation, routes to market, & dealer networks.
• Experience in B2B technology or within a B2B technology ecosystem.

We are seeking a senior partnership strategist to lead and innovate our collaboration with the world’s leading insurance carriers and brokers. This is not a direct sales role; it is a high-visibility, consultative position designed for a strategic thinker who can navigate complex organizations to drive industry-wide impact.

Samsara’s technology is transforming physical operations, and our insurance ecosystem is pivotal to that mission. In this role, you will move beyond transactional relationship management to become a trusted advisor to C-suite executives while simultaneously driving rigorous execution at the field level. You will act as the bridge between high-level strategy and regional reality, ensuring that the initiatives we design in the boardroom are effectively adopted in branch offices across the UK.

About the Role You will serve as the strategic architect for our most critical insurance relationships. Your mandate is to drive collaboration, innovation, and—crucially—accountability. You will work hand-in-hand with partners to build scalable programs that deliver tangible value, ensuring that joint business plans are not just documents, but active roadmaps for growth.

While you will not manage a direct sales pipeline, you are the general manager of this ecosystem. You will be accountable for the partner attach rate, the accuracy of revenue forecasting, and the activation of our partner networks. This role requires you to be as comfortable presenting to a Board of Directors as you are energizing a floor of brokers in a regional office.

Key Responsibilities:

• Act as a Strategic Consultant: Engage effectively with senior insurance executives, serving as a thought leader on telematics and IoT. You will translate complex technical concepts into compelling business cases for non-technical audiences.
• Drive Regional Enablement & Field Activation: A partnership is only as good as its adoption. You will lead the charge in operationalizing strategies across branch and regional offices. You will ensure that local brokers and regional teams are educated, empowered, and motivated to advocate for Samsara’s value proposition.
• Enforce Stakeholder Accountability: You will lead governance for the partnership. This involves holding stakeholders (both internal and external) accountable to agreed-upon Joint Business Plans (JBPs). You will run QBRs and monthly check-ins that focus on hard metrics, ensuring promises made at the HQ level are being kept and executed in the field.
• Commercial Impact & Forecast Accuracy: Own the metrics that matter. You will track partner attach rates, monitor sourced and influenced revenue, and provide accurate, data-driven forecasts to leadership. You are responsible for ensuring these partnerships translate into predictable, scalable growth.
• Design Scalable Co-Sell Motions: Architect and execute comprehensive partnership strategies. You will design value-added services that differentiate our partners in the market, moving from ad-hoc referrals to systemic co-sell motions.

The Reality of the Role: High Engagement & Travel (70%) This is not a desk job. We believe that true partnership transformation happens face-to-face. To be successful in this role, you must be willing and eager to be where our partners are.

• Travel Expectation: You should expect to travel up to 70% of the time within the UK.
• The "Why": You will be spending significant time visiting regional hubs and branch offices (e.g., Manchester, Birmingham, Leeds, Glasgow) to drive activation. Your presence is required to build trust, train local teams, and ensure our strategy is penetrating every layer of the partner’s organization, not just the C-suite.

You should apply if:

• You are an "Operator-Strategist": You can design the 3-year vision, but you are also willing to roll up your sleeves to ensure a regional branch in the Midlands understands how to sell it.
• You Value Accountability: You are not afraid to have tough conversations to keep a partnership on track. You know how to drive performance through influence and clear governance.
• You are Commercially Astute: You understand that a strategic partnership must be measurable. You are comfortable analyzing attach rates, pipeline influence, and revenue data to forecast future performance.
• You thrive on Consultative Impact: You are motivated by helping partners solve their most difficult challenges. You enjoy deep-diving into business models (like underwriting or claims workflows) to find opportunities for innovation.

Minimum Requirements:

• Senior-Level Experience: Extensive background in strategic partnerships, management consulting, or corporate strategy, preferably within the insurance or InsurTech space.
• Commercial Fluency: Proven ability to manage specific KPIs related to partner influence (sourced/influenced revenue) and a track record of accurate forecasting.
• Stakeholder Engagement: Proven track record of engaging and influencing C-suite stakeholders and regional sales teams.
• Operational Excellence: Strong project management skills with the ability to lead cross-functional initiatives and bring structure to ambiguous environments.

Ideal Candidates may also have:

• Experience in management consulting working with financial services or insurance clients.
• A background in Risk Engineering or Insurance Product Development.
• Experience managing national territories requiring significant regional travel.

About the role:

This role is a key leadership position within Samsara’s Global Partnerships team, specifically responsible for our Fleet Management Company (FMC) ecosystem strategy. This is a high impact role at the intersection of strategy and GTM, and focuses on building & activating partnerships in a space with momentum for us. 

This is a leadership opportunity for a builder who can navigate the complexity of FMCs and align joint growth objectives. You will define and activate the optimal route-to-market model - establishing the commercial structure (e.g., co-sell, referral, resale, or hybrid) that drives scalable, incremental revenue for both organisations.

This is a remote position open to candidates residing in the UK or possibly France.

You should apply if:

• You want to impact the industries that run our world: Your efforts will result in real-world impact—helping to keep the lights on, get food into grocery stores, and most importantly, ensure workers return home safely.
• You have an innate curiosity about how businesses work: One day you’ll meet with someone in waste management and the next you may be learning about the inner workings of a food distribution center. Our top sales team members seek to learn the ins and outs of the businesses they support in order to make a larger impact. 
• You build genuine relationships with your customers: The industries we serve have relied on pen-and-paper solutions for years and haven’t been met with the type of technology we offer. Our customers value earned trust and human relationships built over time.
• You want to be with the best: Samsara’s high-performance culture means you’ll be surrounded by the best and challenged to go farther than you have before. 
• You are a team player: At Samsara, sales is a team sport. We help each other out by sharing best practices and focusing on winning as a team.

In this role, you will: 

Build our Fleet Management Company (FMC) partner motion in EMEA, starting with the UK and France. This role will own and scale Samsara’s FMC GTM strategy with leading leasing and fleet management companies who are already Samsara customers and want to partner more strategically. Your mission is to convert interest into a repeatable, revenue-generating motion.

This is a builder-operator role. You will not inherit a mature program. You will design, activate, and scale the model alongside Sales, Marketing, and regional leadership.

This is a high-impact individual contributor role with clear revenue influence metrics.

Location: United Kingdom (remote). French language skills are a strong plus.

What You’ll Own

Build and Activate the FMC Partner Motion

• Define and operationalise a scalable FMC GTM model for UK and France
• Develop clear value propositions for both Samsara and FMC partners
• Align commercial incentives and engagement models
• Establish partner engagement cadence and activation plans

Drive Revenue Through Partners

• Generate and influence pipeline through activated FMC relationships
• Work closely with Enterprise and Mid-Market AEs to embed partners into live opportunities
• Track referral flow, pipeline creation, and revenue influenced
• Personally drive early lighthouse opportunities to prove the model

Scale What Works

• Document playbooks, engagement models, and activation processes
• Identify structural blockers and fix them (incentives, enablement, positioning)
• Partner cross-functionally with Sales Leadership, Marketing, RevOps, and Product 

Executive-Level Partner Engagement

• Build strong top-down relationships within FMC organisations
• Navigate complex, multi-stakeholder environments
• Position Samsara as a strategic technology partner within their ecosystem

Minimum Requirements

• 8+ years of experience in partnerships, business development, or enterprise sales within B2B technology
• Proven experience scaling or significantly expanding a partner motion (not just managing relationships)
• Demonstrated success influencing revenue through partners in a complex sales environment
• Experience navigating multi-stakeholder enterprise deals
• Strong commercial acumen and ability to structure mutually beneficial partner models
• Experience working cross-functionally within a matrixed sales organisation
• Based in the UK and legally authorised to work

Strongly Preferred

• Experience in mobility, fleet, telematics, IoT, or adjacent industries
• Exposure to leasing or fleet management company ecosystems
• Experience operating across UK and France
• French language proficiency
• Experience in hardware + SaaS technology environments

Profile We’re Looking For

• Builder mindset: comfortable creating structure where none exists
• Commercially sharp: understands incentives, pipeline mechanics, and revenue math
• Comfortable influencing without direct authority
• Operates with high ownership and accountability
• Able to balance strategic thinking with hands-on execution

About the role:

Samsara’s telematics and dashcam technology helps customers improve the safety of their operations, which has direct mutual benefits for our customers and their insurance providers. This role is a key leadership position within Samsara’s Global Partnerships team, responsible for building a world-class team and shaping the future of our insurance ecosystem.

This is a high-impact, entrepreneurial role at the intersection of strategy and GTM. You will be responsible for scaling relationships with the world’s largest insurance brokers and carriers to drive sales and adoption of Samsara technology while helping partners grow their business profitably.

This is a remote position open to candidates residing in the US.

You should apply if:

• You want to impact the industries that run our world: Your efforts will result in real-world impact—helping to keep the lights on, get food into grocery stores, and most importantly, ensure workers return home safely.
• You have an innate curiosity about how businesses work: One day you’ll meet with someone in waste management and the next you may be learning about the inner workings of a food distribution center. Our top sales team members seek to learn the ins and outs of the businesses they support in order to make a larger impact. 
• You build genuine relationships with your customers: The industries we serve have relied on pen-and-paper solutions for years and haven’t been met with the type of technology we offer. Our customers value earned trust and human relationships built over time.
• You want to be with the best: Samsara’s high-performance culture means you’ll be surrounded by the best and challenged to go farther than you have before. 
• You are a team player: At Samsara, sales is a team sport. We help each other out by sharing best practices and focusing on winning as a team.

In this role, you will: 

• Scale Global Insurance Relationships: Grow partnerships with key strategic brokers and carriers. 
• Drive GTM Alignment: Orchestrate alignment between our insurance partners and Samsara’s go-to-market teams to help demonstrate the safety impact of our products.
• Refine our Insurance Value Proposition: Continuously evolve and refine our value proposition for insurers.
• Demonstrate Safety Outcomes: Work with Samsara’s product data and insurance data to demonstrate actuarial grade safety comes. 
• Build & Scale a Team: Hire, manage, and motivate a high-performing team of Partner and Program managers across the US, Mexico, and Canada.

Minimum requirements for the role:

• 12+ years of experience in insurance, partnerships, business development, or consulting, or sales.
• Experience architecting mutual value props and developing strong partnerships from the ground up. 
• Experience working with telematics data, ideally in an insurance context
• Ability to navigate multi-stakeholder deals across several companies.
• Proven ability to create structure, process, and commercial models.
• Ability to align cross-functional teams toward a common partnership goal.