Director, Sales Commissions

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, 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.
• Drive best practices for incentive compensation plan implementation.
• 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.

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. This role is also eligible for an initial RSU grant with no vesting cliff, and ongoing refresh opportunities tied to performance, subject to plan terms and conditions. Learn more about our total rewards and benefits below.

Annual Base Salary

$134,960—$192,800 USD

Total Rewards

At Samsara, we build for the people who keep the global economy moving. We want owners, not passengers, which is why our rewards are designed to fuel high-impact builders. Our compensation program delivers above-market total compensation through a combination of base salary, performance-based bonus/variable pay, and equity (for eligible roles) in a high-growth public company. We meaningfully differentiate pay for our top performers, who have the opportunity to earn above-market compensation that can outpace the broader market over time.

Beyond compensation, we provide the foundations that enable long-term success: a flexible, employee-led remote model, a professional development stipend, comprehensive health and parental leave plans, and more. If you're ready to build for the long term and own the outcome, your journey starts here.

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.

Belonging at Samsara

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 and want to ensure that Samsara is a place where people from all backgrounds can make an impact.

Accommodations 

Samsara is an inclusive work environment, and we are committed to ensuring equal opportunity in employment for qualified persons with disabilities. Please email accessibleinterviewing@samsara.com or click here if you require any reasonable accommodations throughout the recruiting process.

Our Commitment to Authenticity

We use Tofu, a fraud detection tool, to validate the authenticity of applications and protect against identity fraud. This ensures we are connecting with real people and allows us to prioritize genuine candidates. Please see Samsara's Candidate Privacy Notice for more information.

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 @samsara.com, @us-greenhouse-mail.io or @mail3.guide.co. For more information regarding fraudulent employment offers, please visit our blog post here.