Director, Sales Compensation

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:

As the Director of Sales Compensation, you will play a crucial role in designing, implementing, and managing the Go-to-Market organizations compensation programs. Your strategic leadership will ensure that the companys compensation plans effectively align with Samsara’s strategy, business goals, drive performance, and attract, motivate, and retain top talent. 

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

In this role, you will: 

• Build the Sales Compensation Strategy function as a key strategic business capability for the Sales and Go-to-Market teams

• Collaborate with senior leadership, Sales, People, and Finance teams to design, enhance, and implement compensation plans for a variety of Go-to-Market roles (Sales, ADR, Partner, Customer Success, Renewals, etc.)

• Be a thought leader to the Go-to-Market organization; conduct in-depth market research to benchmark the organizations compensation plans against industry competitors and emerging trends

• Oversee the rollout and communication of variable compensation plans to employees, ensuring clear understanding of plan mechanics, performance metrics, and potential earnings

• Monitor and track the performance, evaluate attainment expectations, and develop budget and long-range forecast projections for all variable compensation programs

• Analyze data related to sales, performance metrics, and other relevant indicators to evaluate the impact of variable compensation plans on business results

• 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 Sales Compensation management experience, ideally in a high-growth SaaS environment or strategic consulting background

• Ability to ramp up quickly on business priorities and derive insights from data to inform recommendations 

• Strong executive communication skills and ability to drive decisions on sensitive topics across VP / C suite stakeholders

• Willingness to “roll up your sleeves” to diagnose problems and implement scalable solutions

• Proven track record of building trust and communicating effectively with a wide variety of stakeholders: executives, functional leadership, frontline managers

• Diplomacy, tact, and poise under pressure when working through issues

• Proven track record launching transformational, cross-functional projects that measurably increase team productivity and/or customer outcomes

An ideal candidate also has:

• MBA a plus

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.

$148,680—$265,500 USD