About the role:

The Pricing & Product Strategy function leads Samsara’s efforts to develop the pricing strategies and market insights our Product teams use to build industry-leading products that create differentiated value for our customers and our business. In the function, the Competitor & Market Insights team will deliver customer, market, and competitive strategies to shape our overall Pricing & Product strategies. 

You should apply if:

• You want to impact the industries that run our world: The software, firmware, and hardware you build 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 want to build for scale: With over 2.3 million IoT devices deployed to our global customers, you will work on a range of new and mature technologies driving scalable innovation for customers across industries driving the world’s physical operations.
• You are a life-long learner: We have ambitious goals. Every Samsarian has a growth mindset as we work with a wide range of technologies, challenges, and customers that push us to learn on the go.
• You believe customers are more than a number: Samsara engineers enjoy a rare closeness to the end user and you will have the opportunity to participate in customer interviews, collaborate with customer success and product managers, and use metrics to ensure our work is translating into better customer outcomes.
• You are a team player: Working on our Samsara Product teams requires a mix of independent effort and collaboration. Motivated by our mission, we’re all racing toward our connected operations vision, and we intend to win—together.

In this role, you will:

• Define the strategy & research roadmap for Samsara’s Competitor & Market Insights function
• Lead R&D’s efforts to develop and maintain SAM & TAM analyses for the wide range of Samsara’s current and future products
• Deeply understand Samsara’s products and positioning in the market
• Build a competitive market map, tracking competitor moves & investments, and translate into insights for our Product VPs & GMs
• Identify whitespace in the market and understand what it takes to win these opportunities
• Develop a deep understanding of direct & emergent competitive threat vectors to ensure Samsara’s continues to deliver an industry-leading product roadmap
• Share insights and reports that will be used in quarterly and annual R&D planning cadences
• Plan and conduct qualitative or quantitative research, such as in-depth interviews, focus groups, surveys, or win-loss analyses

Minimum requirements for the role:

• 5 years of competitive / market intelligence experience
• Experience working in a B2B / Enterprise SaaS business at scale ($1Bn+ revenue)
• Technical acumen to grasp technical concepts and successfully engage with product & engineering leadership
• A track record of of driving strategic programs across the organization
• Strong written and verbal communication skills; comfort addressing and influencing an Executive audience
• Data-driven storytelling with an ability to synthesize a large amount of data into actionable insights for the business

An ideal candidate also has:

• Direct experience in the IoT / Telematics SaaS industry
• Advanced degree (e.g., MBA or similar) from a top university
• Hands on experience using SQL or similar programming language used for data manipulation and computational statistics
• Experience building a new function in an established organization, including hiring, developing, and retaining talent