Description
Samsara is building its Federal business and is looking for a Sales leader to build out the team and strategy. As the AVP of Federal Sales, you will be the first and most senior specialized Federal hire, accountable for taking the Samsara Connected Operations Cloud into U.S. federal civilian agencies and defense agencies on a dedicated, FedRAMP-authorized government cloud environment.
In this role, you will:
- Build and own Samsara's federal go-to-market strategy for civilian agencies
- Build Samsara's federal route-to-market with Partnerships
- Hire, develop, and lead a dedicated federal team
- Own federal pipeline and bookings
- Develop senior relationships with agency fleet, logistics, operations, and CIO/CISO leaders
- Partner with Security and Compliance and Product to translate FedRAMP authorization progress into a clear customer narrative
- Work with Revenue Operations, Finance, and Sales Compensation to design federal-specific pipeline stages, forecasting, quotas, and compensation plans
- Partner with Legal, Deal Desk, and Contracts on FAR-compliant terms
- Champion, role model, and embed Samsara’s cultural principles
Minimum requirements for the role:
- 12+ years of enterprise technology sales experience, with 8+ years selling to U.S. federal government agencies
- 5+ years leading federal sales teams
- Track record of building or scaling a federal sales practice at a commercial-first SaaS, cloud, or IoT company
- Consistent over-achievement of federal bookings targets
- Hands-on experience with federal acquisition
- Established relationships with federal civilian agency stakeholders
- Experience leading business development and capture for competitive federal procurements
- Eligibility to obtain a Public Trust position
The compensation range for this role is $440,000-$550,000 USD per year.
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