Sr. GTM Business Operations Manager - Renewals

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, 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 Metro Area, NYC Metro Area, and Washington, D.C. 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, and most importantly, ensure workers return home safely.
• You have an innate curiosity about how businesses work: One day you’ll meet with someone in waste management and the next you may be learning about the inner workings of a food distribution center. Our top sales team members seek to learn the ins and outs of the businesses they support in order to make a larger impact. 
• You build genuine relationships with your customers: The industries we serve have relied on pen-and-paper solutions for years and haven’t been met with the type of technology we offer. Our customer's value earned trust and human relationships built over time.
• You want to be with the best: Samsara’s high-performance culture means you’ll be surrounded by the best and challenged to go farther than you have before. 
• You are a team player: At Samsara, sales is a team sport. We help each other out by sharing best practices and focusing on winning as a team.

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

Minimum requirements for the role:

• 8+ years of work experience working in an operational or strategic role supporting sales organizations of which 2+ 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