Director, GTM Business Operations

🔥 1 minute ago

🇺🇸 United States – Remote

💵 $148.7k - $265.5k / year

⏰ Full Time

🔴 Lead

⚙️ Business Operations

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Samsara

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2015

🏢 Enterprise

🚗 Transport

🔐 Security

💰 Seed Round on 2014-08

Enterprise • Transport • Security

Samsara is a technology company that provides a comprehensive operations platform aimed at improving the efficiency, safety, and sustainability of organizations. Their solutions include video-based safety, vehicle telematics, equipment monitoring, workforce applications, and site visibility. Samsara serves a wide range of industries, including transportation, logistics, construction, and government. The platform connects people, systems, and data, enabling organizations to make faster, data-informed decisions. Samsara's Connected Operations technology helps complex organizations operate more effectively by offering real-time GPS, proactive alerts, compliance training, and asset tracking.

📋 Description

• Act as the strategic owner of the Commercial and Mid-market business segments, developing a deep understanding of customer segments, sales performance, product-market fit, competitive landscape, and operational drivers to identify key levers for growth. • Represent the voice of the Commercial and Mid-market business segments, synthesizing field feedback and market intelligence to inform broader company strategy, product roadmap decisions, and customer-facing programs. • Drive and track the execution of cross-functional investments within the business. • Lead complex strategic projects with urgency and clarity, such as new segment launches or field productivity improvements. • Serve as the trusted advisor to Commercial and Mid-market business sales leadership, supporting annual and quarterly planning, territory design, goal setting & forecasting, performance reviews, sales metrics, and in-quarter execution to help teams consistently beat targets. • Develop executive-ready presentations and recommendations, regularly briefing senior leadership and influencing high-impact decisions at the company-wide level. • Identify and recommend improvements to optimize sales performance and help Sales leaders hit their number. • Own the rhythm of the business, including quarterly business reviews, monthly market updates, annual planning, and forecasting processes with a focus on insights, decision-making, and accountability. • Own your own analytics and insights, independently pulling and transforming data across multiple sources (e.g., Salesforce, Databricks, Gong, Tableau) to uncover trends, diagnose root causes, and support data-driven decision making—bringing both technical rigor and business acumen to your analyses. • Leverage AI and automation tools to accelerate impact, using capabilities such as AI-driven forecasting, workflow automation, and generative insights to improve operational efficiency, reduce manual effort, and uncover new growth opportunities faster than ever before. • 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 • Hire, develop and lead an inclusive, engaged, and high performing team

🎯 Requirements

• 10+ years of experience in Consulting, Strategy, Finance, Business Operations, or Sales Strategy & Operations • Ownership mindset with willingness to shape end-to-end outcomes of the market • Experience in building trusting relationships and influencing others (incl. executive audiences) • Experience working with executive leadership and partnering with sales leadership • Highly organized with exceptional attention to detail and the ability to manage multiple projects on a tight deadline • Strong analytical and logical reasoning skills; deep sense of curiosity • Strong bias for action • Able to convey complex ideas in a clear, concise manner both verbally and in writing • Ability to coach and grow a team of highly motivated, highly skilled business operations associates and managers • Bachelor’s degree

🏖️ Benefits

• Comprehensive health and parental leave plans • Professional development stipend • Flexible, employee-led remote model • Opportunities for above-market compensation based on performance