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.

Manager, Trial Success

About the Role

Samsara's Trial Success team makes sure enterprise trials are executed with excellence, so prospects see the full value of our solutions and are ready for implementation.
As the Manager, Trial Success, you will lead and develop a team of 6+ Trial Success Managers (TSMs) who run customized trial plans for Enterprise prospects.
You own team results: trial conversion, trial quality, and TSM growth and retention.
You partner with Sales, Sales Engineering, Business Value Strategy, Product, and Customer Success leaders to drive deal progress and a consistent trial experience.
You will also shadow a small number of high-stakes trials yourself, and be able to train new hires & step in as an escalation point for strategic deals.
Remote position, open to candidates residing in the US except the San Francisco Bay Metro Area, NYC Metro Area, and Washington, D.C. Metro Area.

Travel Requirements

Up to 25% travel to Samsara and customer sites in the US and Canada.
Expect 3-5 onsite trips per quarter of 1-2 nights each, including team offsites and 1:1s with TSMs.

Key Responsibilities

People Leadership

Hire and onboard: Build the hiring plan, run structured interviews, make strong hiring decisions, and ramp new TSMs to full productivity with a clear 30/60/90 plan.
Coach continuously: Hold weekly 1:1s, review live trial work and customer calls, and give timely, specific feedback that builds skills in value-based selling, change management, and executive communication.
Manage performance: Set clear goals and expectations, run goal-setting and performance review cycles, and address underperformance early with documented improvement plans when needed.
Develop careers: Create individual development plans, identify stretch assignments, and build a succession pipeline for the next level of TSM and leadership roles.
Calibrate and reward: Participate in calibration, promotion, and compensation cycles with fair, data-backed recommendations.
Build culture and engagement: Foster an inclusive, high-trust team, monitor engagement and burnout, recognize wins, and retain top talent.
Handle people operations: Manage time off, workload balance, coverage plans, and sensitive employee matters in partnership with People/HR.

Team Execution and Operations

Set the team's goals, KPIs, and operating rhythm (pipeline reviews, trial health reviews, weekly close).
Assign TSM coverage by account priority, segment, and capacity, and rebalance as deals shift.
Review trial plans, success criteria, and mutual action plans in Accord to ensure quality and standardization.
Inspect trial health, flag risks early, and lead account team strategy sessions to unblock deals.
Report trial conversion, cycle time, and team health metrics to senior leadership.

Strategy and Cross-Functional Leadership

Own and evolve the trial methodology, including job aids, communication templates, and playbooks.
Partner with Sales, SE, BVS, Product, and Support leaders to bring the right resources to the right trial at the right time.