Sales Tools & Strategy Manager

About the role

Samsara is looking for a Sales Tools & Strategy Manager to play a critical role in scaling the sales technology ecosystem, vendor strategy, and seller adoption and best practices across the organization. This role will partner closely with senior leaders across Sales, Revenue Operations, Systems, Product, Procurement, Finance, Legal, and Enablement to design, implement, and optimize the tools that power our global go-to-market motion.

This role will have an outsized impact on the future of our sales organization by ensuring our sales tooling investments translate into real seller efficiency, deal velocity, and renewal outcomes as we continue to Build for the Long Term and scale past $1BN in revenue.

The ideal candidate has end-to-end experience with complex sales tools and has helped lead transformative initiatives that bring together people, process, and technology into cohesive, seller-centric solutions across the pre-sales and renewal journey.

You should apply if:

You want to impact the industries that run our worldYour work will directly improve how sellers operate in the field—helping our customers keep the lights on, get food into grocery stores, reduce emissions, and ensure workers return home safely.

You are the architect of your own careerThis is a high-ownership IC role with significant visibility and scope. If you put in the work, this role won’t be your last at Samsara. We encourage rapid career development, experimentation, and mastery in a hyper-growth environment.

You’re energized by our opportunityDigitizing large sectors of the global economy requires intentional tooling, disciplined execution, and bold thinking. This role demands focus, curiosity, and the ability to drive impact at scale.

You want to be with the bestAt Samsara, we win together, celebrate together, and support each other. You’ll be surrounded by a high-caliber team that will challenge you to do your best work.

Click here to learn about what we value at Samsara.

In this role, you will:

• Own the strategy and roadmap for critical sales tools , aligned to GTM priorities, seller workflows, and long-term business goals
• Partner with Procurement and Finance on tooling renewals, benchmarks, and vendor negotiations; shift the organization from reactive deal support to proactive tooling and renewal planning
• Act as the single-threaded owner for assigned sales tools from evaluation and implementation through rollout, adoption, and optimization
• Lead complex, cross-functional initiatives across Revenue Systems, Product, Finance, CS, Legal, and Enablement, driving alignment and execution without people-management authority
• Manage strategic vendor relationships and influence product roadmaps to ensure tooling investments align to seller needs and business priorities (e.g., Gong, Gong Engage, Accord)
• Define and track success metrics to measure tool adoption, seller impact, and ROI; continuously optimize based on data and field feedback
• Translate tooling and process changes into clear guidance, training, and launch readiness, partnering with Enablement to drive consistent execution in the field
• Partner with the Salesforce Systems team to enhance integrations and workflows by providing business requirements, participating in UAT, and leading clear sales communications
• Intake, assess, and prioritize tooling requests and improvement opportunities based on business impact, effort, and long-term scalability
• 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

Minimum requirements for the role:

• 6–8+ years of experience in Sales Operations, RevOps, Sales Tools, or GTM Strategy roles
• Demonstrated success owning sales tools or platforms as a senior individual contributor

Hands on experience with Gong and Gong Engage

• Ability to drive organizational change by leading complex, cross-functional initiatives without direct authority
• Strong understanding of the sales technology ecosystem, including CRM and adjacent sales tools
• Experience partnering with Procurement, Finance, and Legal on vendor renewals and tooling strategy
• Excellent organizational skills and business judgment with the ability to own projects end-to-end
• Strong communication and critical-thinking skills, with the ability to translate complex technical or process topics to senior business stakeholders
• Proven experience rolling out new tools or workflows to large, global sales organizations
• Bachelor’s degree or higher; business, finance, economics, engineering, or related fields preferred; MBA optional

An ideal candidate also has:

• Experience with Salesforce CPQ and lead-to-cash processes
• Experience managing or influencing enterprise SaaS vendors and product roadmaps
• High fluency communicating with both technical teams and business leaders
• Salesforce administration experience is a plus but not required
• Familiarity with Product Management, change management, or operational best practices
• Experience with Accord