AVP, Federal Sales

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, and Equipment Monitoring. 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 building its Federal business, and we're looking for the Sales leader who will build out the team and strategy. As the AVP of Federal Sales, you will be the first and most senior specialized Federal hire, accountable for taking the Samsara Connected Operations Cloud into U.S. federal civilian agencies as part of Phase 1 and defense agencies as part of Phase 2 on a dedicated, FedRAMP-authorized government cloud environment.

Federal agencies run some of the largest vehicle and asset fleets in the world, and they are modernizing how they manage safety, maintenance, sustainability, and mission readiness. Samsara already partners with state and local government agencies across the country, including statewide programs. This role turns that foundation into a durable federal practice.

You will operate as the leader of a dedicated federal practice: you'll design the team, hire it, set the go-to-market strategy, shape our partner and contract-vehicle approach, and own federal bookings. You'll work hand in hand with Product, Security and Compliance, Legal, Marketing, Partnerships, and Revenue Operations to make Samsara easy for federal agencies to buy and trust. This role reports to the Vice President of Public Sector Sales.

This is a remote position open to candidates based on the East Coast (Maine, New Hampshire, Massachusetts, Rhode Island, Connecticut, New York, New Jersey, Delaware, Maryland, Pennsylvania, Virginia, North Carolina, South Carolina, Georgia, and Florida), with a preference for candidates based in the Washington D.C. metropolitan area. This position requires travel up to 40% of the time.

In this role, you will

Build and own Samsara's federal go-to-market strategy for civilian agencies, including agency prioritization, territory design, and a multi-year plan that sequences investment against certification milestones and the federal budget cycle - with a plan to expand to defense agencies in the future

Build Samsara's federal route-to-market with Partnerships: distributors and resellers, contract vehicles such as GSA MAS and GWACs, and co-sell relationships with federal systems integrators

Hire, develop, and lead a dedicated federal team of account executives, future business development and capture managers, and solutions engineers, starting with a focused pod and scaling headcount as pipeline and bookings prove out

Own federal pipeline and bookings, with clear leading indicators (agency relationships, qualified opportunities, RFI and proposal activity) in the early stage and full bookings accountability once the authorized product is available to transact