Director, Business Operations - Renewals - Samsara

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, Equipment Monitoring, and Site Visibility. 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: 

Samsara is looking for a Business Operations leader to play a critical role in building and scaling our renewals sales organization. The role includes partnering with Sales, Finance, Operations, and technical leadership to optimize the performance of our renewals cycle by implementing and managing processes for renewals planning, forecasting, and operational excellence.  

The ideal candidate has experience at a high-growth B2B Saas company, preferably public, with $1B+ in revenue and is passionate about being part of a fast-paced, fast-growing company.

This role is open to candidates residing in the US except the San Francisco Bay Area and NYC Metro Area.

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, reduce emissions, and most importantly, ensure workers return home safely.

• You are the architect of your own career: If you put in the work, this role won’t be your last at Samsara. We set up our employees for success and have built a culture that encourages rapid career development, countless opportunities to experiment and master your craft in a hyper growth environment.

• You’re energized by our opportunity: The vision we have to digitize large sectors of the global economy requires your full focus and best efforts to bring forth creative, ambitious ideas for our customers.

• You want to be with the best: At Samsara, we win together, celebrate together and support each other. You will be surrounded by a high-calibre team that will encourage you to do your best. 

In this role, you will:

• Partner with fast-growing Global Renewal Sales Organization by providing actionable insights into business drivers, financial performance and risks

• Develop and evolve key performance metrics to help drive sales productivity. Partner with Finance and technical teams to drive process and reporting enhancements to create “always on” proactive business health monitoring

• Own reporting on renewal bookings, pipeline, and forecasts on a quarterly and annual basis; analyze team performance and develop recommendations for improving renewal rates, increasing revenue, identifying more upsell opportunities, and reducing sales cycle time

• Partner with Renewals Sales leadership and other cross-functional partners to create strategic headcount, quota, and incentive plans that maximize efficient and sustainable growth aligned with Samsara’s strategic goals

• Create clear communications and executive-facing content to keep senior executives updated on health of business and progress on key initiatives

• Drive operational excellence by establishing highly repeatable and scalable sales processes that can be implemented across regions/segments to maximize renewed dollars

• Drive renewals strategy through the development of operational playbooks, cross-functional alignment, and execution of change management

• Partner with Sales Operations and technical teams to prioritize process and system improvements to maximize efficiency and productivity of the Renewals sales team

• Innovate and accelerate new GTM strategies to expand and grow Renewals

• 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+ years of work experience working in an operational or strategic role supporting sales organizations of which 5+ years of experience with Renewal functions closing $100M+ ARR

• Experience in designing, implementing, and scaling processes and policies for renewal functions

• Comfort with performing analytical work with large data sets to perform modeling, forecasting, and sales analyses, experience in consulting, investment banking, or other highly quantitative roles

• Familiarity with Salesforce, Tableau, and other sales tech stack 

• Experience working with executive leadership and partnering with sales leadership

• Ability to communicate effectively orally and in writing

• Advanced decision-making skills, including the ability to be proactive and adapt quickly

Samsara’s Compensation Philosophy: Samsara’s compensation program is designed to deliver Total Direct Compensation (based on role, level, and geography) that is at or above market. We do this through our base salary + bonus/variable + restricted stock unit awards (RSUs) for eligible roles.  For eligible roles, a new hire RSU award may be awarded at the time of hire, and additional RSU refresh grants may be awarded annually.