Pipeline Programs Manager

About the role:

Samsara is looking for an individual to help build the Pipeline Programs function. This team will set an overarching pipeline strategy, creating programs and playbooks that enable sellers to successfully and efficiently create quality pipelines, drive revenue growth, and maximize profitability. This role will focus on Pipeline Excellence, which will include, designing the cadence for pipeline reviews, operationalizing senior leadership around programs, partnering cross-functionally on strategic projects, and standardizing best practices globally across tools and processes.  

The successful candidate will also support the ADR team with data insights and analytics needed to measure the team’s success and business impact. Responsibilities include evaluating the success of call campaigns, analyzing performance ADR across different market segments and product lines, and identifying areas for improvement.

You are right for this role if you are comfortable analyzing data, working with sales to understand their pipe generation and progression needs, prescribing and prioritizing solutions to meet business problems, and working cross functionally with Growth Marketing, Business Operations, Product Marketing, Enablement, and others to deliver programs that meet sales team’s needs and measure results.

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 innate curiosity in 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 customers 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 focus on winning as a team.

In this role, you will: 

• Work with sales and marketing stakeholders to align on high-level business priorities for the quarter and year
• Analyze sales performance and health of the business to create programs addressing pipeline gaps, productivity gaps, and market penetration strategies
• Synthesize data and create programs to address gaps in the business, bringing in cross-functional teams as needed

• Asses pipe creation best practices across regions, standardize, and scale to all global markets
• Create and maintain key assets supporting sales plays, training materials, on-pagers, FAQs, etc.
• Collaborate with Enablement teams to integrate sales plays into seller readiness
• Build processes around sales tools and drive adoption to sellers
• Analyze pipeline health, establish pipeline generation targets, forecast pipe coverage, and coordinate with stakeholders on action plans
• Stay abreast of industry trends, market dynamics, and competitive landscape to identify opportunities and potential threats.
• 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:

• 3-5 years of experience in crafting sales programs, campaigns, and go-to-market strategies, including experience designing revenue-producing sales campaigns and/or programs
• Knowledge of effective enterprise sales strategies (seed, grow, advise)
• Experience drawing actionable insights from quantitative and qualitative data
• Operational rigor and track record of cross stakeholder program management and execution
• Established a history of driving multiple complex projects at the same time to on-time completion in a fast-moving environment
• Excellent verbal and written communication skills
• Strong quantitative skills and high data fluency
• Ability to draw and map data models and strong data engineering skills

An ideal candidate also has:

• French, Dutch or German language skills are preferred