Interview Studio

Requirements found

Sales (must) Marketing (nice) Compliance (must) Budgeting Logistics Scheduling Recruiting

What this posting asks for

Level: Senior — The posting asks for 12+ years of experience.

Main responsibilities

• Build and own Samsara's federal go-to-market strategy for civilian agencies, including agency prioritization, territory design, and a multi-year plan that se…
• Build Samsara's federal route-to-market with Partnerships: distributors and resellers, contract vehicles such as GSA MAS and GWACs, and co-sell relationships…
• Hire, develop, and lead a dedicated federal team of account executives, future business development and capture managers, and solutions engineers, starting w…
• Own federal pipeline and bookings, with clear leading indicators (agency relationships, qualified opportunities, RFI and proposal activity) in the early stag…
• Develop senior relationships with agency fleet, logistics, operations, and CIO/CISO leaders, and represent Samsara at industry days, federal events, and with…
• Partner with Security and Compliance and Product to translate FedRAMP authorization progress into a clear, accurate customer narrative and to bring agency re…
• Work with Revenue Operations, Finance, and Sales Compensation to design federal-specific pipeline stages, forecasting, quotas, and compensation plans for lon…
• Partner with Legal, Deal Desk, and Contracts on FAR-compliant terms, teaming agreements, and federal ethics requirements, setting a high bar for compliance a…
• 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 …
• Minimum requirements for the role:

Competencies an interviewer will look for

• Teamwork and collaboration Core
  In the posting: “Partner with Security and Compliance and Product to translate FedRAMP authorization progress into a clear, accurate customer narrative and to bring agency re…” · “Partner with Legal, Deal Desk, and Contracts on FAR-compliant terms, teaming agreements, and federal ethics requirements, setting a high bar for compliance a…” · “For certain positions, being close to one of our offices or within a specific geographic area is important to facilitate collaboration, access to resources, …”
  Show it by: Says what they did inside a team, not only what 'we' did; Shows how a disagreement was handled.
• Ownership and accountability Core
  In the posting: “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.” · “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 in…” · “Own federal pipeline and bookings, with clear leading indicators (agency relationships, qualified opportunities, RFI and proposal activity) in the early stag…”
  Show it by: Takes a task from start to finish without being chased; Owns a mistake and what was changed after it.
• Planning and organisation Core
  In the posting: “Samsara (NYSE: IOT) is the pioneer of the Connected Operations™ Cloud, which is a platform that enables organizations that depend on physical operations to h…” · “Build and own Samsara's federal go-to-market strategy for civilian agencies, including agency prioritization, territory design, and a multi-year plan that se…” · “Hands-on experience with federal acquisition: GSA Schedule and other contract vehicles, distributor and reseller models, and teaming with federal systems int…”
  Show it by: Shows how priorities were set when everything was urgent; Mentions deadlines met and how.
• Adaptability and learning Core
  In the posting: “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 …” · “Beyond compensation, we provide the foundations that enable long-term success: a flexible, employee-led remote model, a professional development stipend, com…” · “At Samsara, we embrace a flexible working model that caters to the diverse needs of our teams.”
  Show it by: Describes learning something new quickly and using it; Shows a change of plan and how they adjusted.
• Attention to detail and quality Core
  In the posting: “At Samsara, we are helping improve the safety, efficiency and sustainability of the physical operations that power our global economy.” · “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, includi…” · “Federal agencies run some of the largest vehicle and asset fleets in the world, and they are modernizing how they manage safety, maintenance, sustainability,…”
  Show it by: Gives an example of an error caught before it caused harm; Names the check or standard they used.
• Stakeholder management Core
  In the posting: “Samsara already partners with state and local government agencies across the country, including statewide programs.” · “Hire, develop, and lead a dedicated federal team of account executives, future business development and capture managers, and solutions engineers, starting w…” · “Develop senior relationships with agency fleet, logistics, operations, and CIO/CISO leaders, and represent Samsara at industry days, federal events, and with…”
  Show it by: Shows how they aligned people with different goals; Explains how they handled a 'no' from someone senior.
• Customer focus Core
  In the posting: “Partner with Security and Compliance and Product to translate FedRAMP authorization progress into a clear, accurate customer narrative and to bring agency re…” · “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 …”
  Show it by: Puts the customer's need in their own words; Shows a result for the customer, not only for the company.
• Technical skill Supporting
  In the posting: “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, includi…”
  Show it by: Names the tools, languages or systems used and how; Explains a technical choice and its trade-off.
• Problem solving Supporting
  In the posting: “We depend on the unique approaches of our team members to help us solve complex problems and want to ensure that Samsara is a place where people from all bac…”
  Show it by: Describes a real problem, the options considered and the one chosen; Shows how the cause was found, not just the fix.
• Communication Supporting
  In the posting: “Official communication about your application will only come from emails ending in @samsara.com, @us-greenhouse-mail.io or @mail3.guide.co.”
  Show it by: Adapts the message to the listener; Gives an example of explaining something clearly in writing or speech.
• Data and analysis Supporting
  In the posting: “Samsara (NYSE: IOT) is the pioneer of the Connected Operations™ Cloud, which is a platform that enables organizations that depend on physical operations to h…”
  Show it by: Uses a number to describe the situation or the result; Explains what the data showed and what was done with it.

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