Director, Mid-Market Sales - Mainland Europe

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: We're hiring a Director of Mid-Market Sales to lead and scale our go-to-market motion across France, Germany and the Netherlands. This is a second-line leadership role reporting to the VP of EMEA, with responsibility for an existing team of 5 first-line managers and account executives. You'll be joining at a pivotal moment — the foundation is in place, but the playbook still needs to be built. You'll own market strategy, team development, and the operational rigour required to turn early traction into a repeatable, scalable business. This isn't a role for someone who wants to manage; it's a role for someone who wants to build. In this role you will: Develop and own the mid-market go-to-market strategy for France and Germany, including market segmentation, channel plays, and local legislative considerations Lead, coach, and hold accountable a team of first-line sales managers, shifting their focus from individual deal involvement to building sustainable business processes Design and execute MVP strategies, test assumptions quickly, and pivot based on data and feedback — scaling what works Drive operational cadence across the team: weekly pipeline generation, forecast accuracy, and consistent enablement rhythms Own recruitment and onboarding for the team, building out talent from target companies and adjacent markets Partner cross-functionally with product, marketing, and enablement to adapt global programmes for local market needs Report performance, risks, and opportunities clearly to VP-level stakeholders, maintaining transparency on forecast vs. productivity metrics Minimum requirements for the role: Proven experience in a second-line sales leadership role within a mid-market SaaS environment Track record of building and scaling go-to-market motions in European markets, specifically France and/or Germany Fluency in English; working proficiency in French or German strongly preferred Comfortable with regular travel across the region to support team and customer-facing activities Based in or willing to relocate to Paris or a major German city, with regular travel to the UK Demonstrated ability to develop first-line managers, not just individual contributors — including running the business through leading indicators (activity metrics, pipeline coverage, ramp attainment) rather than lagging results alone An ideal candidate also has: A bias for operational rigour: you set high standards, follow through on accountability, and build systems that don't depend on heroics "Figure it out" mentality — comfortable in ambiguity, able to build an MVP strategy with limited data, and quick to read signals and adjust Thrives as the challenger — knows how to reframe the conversation and displace incumbents rather than competing on features Has built pipeline in markets where demand isn't fully established — coaches teams to create opportunities, not just close them Experience coaching managers who over-index on individual deals, and the leadership style to shift behaviour without losing talent Strong instincts around hiring: you know what good looks like across cultures and can recruit, assess, and land strong candidates A leadership style that complements executive-level stakeholders — you handle the detail, accountability, and day-to-day operational grip so they can focus on the bigger picture 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.