Account Development Representative

About the Role

As an Account Development Representative (ADR) at Samsara, you will be trained — both on the job and through formal programs led by a world-class Sales team — to take on your next role as a closing Account Executive.

On a daily basis, you will build and work a portfolio of target accounts for our EMEA business: researching each account for commercial signal, prioritising which contacts to approach and in what order, and running a connected, multi-touch outbound motion that generates qualified pipeline rather than one-off meetings.

This role is a hybrid position requiring work from our London office at 1 Alie Street, Aldgate East, E1 8DE twice per week.

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 ensure workers return home safely.
• You are the architect of your own career: if you put in the work, this role won't be your last at Samsara. Successful ADRs can see promotion to a closing role in two years or less.
• You’re excited by AI: you’ll use cutting-edge AI tools every day and sell some of the most advanced AI in the physical operations space.
• You think several moves ahead: you'd rather build a real relationship across an account than force a single contact to a decision they're not ready to make.
• You have an innate curiosity about how businesses work: one day you'll be researching a transport operator, the next a food distribution centre. Our best reps dig into the businesses they support to make a sharper case for why Samsara matters to them specifically.
• You treat rejection as a learning experience: in this role you will get hung up on and told no. You need the resilience to prepare, call again, and adjust.
• You want to be with the best: Samsara's high-performance Sales culture means you'll be surrounded by the best and challenged to go further than you have before.

In this role, you will: 

• Research target accounts before outreach — pulling commercial signal out of public information (financials, news, hiring activity, compliance or safety pressure) to build a specific, defensible point of view on where Samsara adds value.
• Build and prioritise an account-level contact plan, identifying who to approach first across a range of stakeholders (e.g. MD, Operations/Transport Manager, Compliance/H&S, Finance) and being able to justify that choice.
• Run a connected, multi-touch outbound motion across phone, email and LinkedIn — using early conversations to gather information and multi-thread the account, not just to book a meeting at any cost.
• Write personalised, researched outreach (including cold emails) that carries a specific point of view into every call, rather than working from a generic script.
• Read what a contact gives you on the call and adapt in real time — including recognising when the right move is to gather information and position a follow-up with someone else, rather than push for a meeting the contact can't actually commit to.
• Keep meticulous account and contact records in Salesforce.
• Become a product expert and represent the Samsara brand at trade shows and events.

Minimum requirements for the role:

• 1–3 years professional experience, ideally in customer-facing roles
• 6–12 months  experience in a sales or equivalent target driven role 
• Highly motivated and committed, with a strong desire to work in target-driven sales
• Proven track record of consistently meeting or exceeding targets in previous roles
• Excellent communication skills, both verbal and written
• Curious, and able to ask insightful questions
• A champion of a Growth Mindset
• Highly proficient in English 
• AI Literacy and ability to showcase examples of leveraging AI in your work 
• Able to work from the London office at 1 Alie Street, Aldgate East, E1 8DE twice per week

An ideal candidate also has:

• Comfort turning unstructured information (an annual report, a website, a news article) into a clear commercial argument
• Experience multi-threading or navigating multiple stakeholders within a single sale
• A genuine willingness to prepare — to research and write — before a call, rather than relying on improvising well under pressure
• Experience in closing-sales roles or similar target driven environment 
• A proven track record of achievement beyond work (e.g. academics, sports, charity)
• Willingness to collaborate and influence in a "win as a team" environment
• Excitement about solving new problems in innovative ways
• Motivation to help build a fast-growing business in the IoT and SaaS space.

ADR pathways

Through Samsara's ADR program, there are always opportunities to move to the next level and take on more responsibility. With emphasis on continued professional development, training doesn't stop after onboarding — we provide opportunities to expand ADRs' understanding of the market and competitors, develop hard skills, and work with mentors to progress through three levels:

• ADR I — focus on inbound leads: a high volume of conversations, sharing the ins and outs of our products, and fostering relationships with interested prospects. Learning opportunities include call sessions with senior Sales team members, tool training (Salesforce, Salesloft, Lusha), product knowledge, and objection handling.
• ADR II — work on top-of-funnel movement, creating high-quality sales engagements, and supporting Account Executives. Enrolled in specialised training including professional writing, persona-based messaging, cold calling 2.0, and AE collaboration.
• ADR III — work hand-in-hand with field Account Executives and Enterprise Regional Sales Managers. Partner on large accounts, implement territory plans, join weekly strategy meetings, and schedule/attend customer demos, alongside a mentorship program ahead of an AE interview.