Interview Studio

Requirements found

Sales (must) Training Onboarding Project Management (must) Marketing (nice) Recruiting

What this posting asks for

Level: Manager — The title says "Manager".

Main responsibilities

• Hire and onboard: Build the hiring plan, run structured interviews, make strong hiring decisions, and ramp new TSMs to full productivity with a clear 30/60/9…
• Coach continuously: Hold weekly 1:1s, review live trial work and customer calls, and give timely, specific feedback that builds skills in value-based selling…
• Manage performance: Set clear goals and expectations, run goal-setting and performance review cycles, and address underperformance early with documented impr…
• Develop careers: Create individual development plans, identify stretch assignments, and build a succession pipeline for the next level of TSM and leadership …
• Calibrate and reward: Participate in calibration, promotion, and compensation cycles with fair, data-backed recommendations.
• Build culture and engagement: Foster an inclusive, high-trust team, monitor engagement and burnout, recognize wins, and retain top talent.
• Handle people operations: Manage time off, workload balance, coverage plans, and sensitive employee matters in partnership with People/HR.
• Team Execution and Operations
• Set the team's goals, KPIs, and operating rhythm (pipeline reviews, trial health reviews, weekly close).
• Assign TSM coverage by account priority, segment, and capacity, and rebalance as deals shift.

Competencies an interviewer will look for

• Technical skill Core
  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…” · “You partner with Sales, Sales Engineering, Business Value Strategy, Product, and Customer Success leaders to drive deal progress and a consistent trial exper…” · “Technical aptitude with CRM and project management tools.”
  Show it by: Names the tools, languages or systems used and how; Explains a technical choice and its trade-off.
• Communication Core
  In the posting: “Coach continuously: Hold weekly 1:1s, review live trial work and customer calls, and give timely, specific feedback that builds skills in value-based selling…” · “Own and evolve the trial methodology, including job aids, communication templates, and playbooks.” · “Expertise in communication strategy, risk management, and executive stakeholder management.”
  Show it by: Adapts the message to the listener; Gives an example of explaining something clearly in writing or speech.
• Teamwork and collaboration Core
  In the posting: “You partner with Sales, Sales Engineering, Business Value Strategy, Product, and Customer Success leaders to drive deal progress and a consistent trial exper…” · “Strategy and Cross-Functional Leadership” · “Partner with Sales, SE, BVS, Product, and Support leaders to bring the right resources to the right trial at the right time.”
  Show it by: Says what they did inside a team, not only what 'we' did; Shows how a disagreement was handled.
• Leadership and mentoring Core
  In the posting: “Coach continuously: Hold weekly 1:1s, review live trial work and customer calls, and give timely, specific feedback that builds skills in value-based selling…” · “Develop careers: Create individual development plans, identify stretch assignments, and build a succession pipeline for the next level of TSM and leadership …” · “Report trial conversion, cycle time, and team health metrics to senior leadership.”
  Show it by: Describes setting direction or a standard others followed; Names someone they coached and what changed for them.
• Customer focus Core
  In the posting: “You partner with Sales, Sales Engineering, Business Value Strategy, Product, and Customer Success leaders to drive deal progress and a consistent trial exper…” · “Up to 25% travel to Samsara and customer sites in the US and Canada.” · “Coach continuously: Hold weekly 1:1s, review live trial work and customer calls, and give timely, specific feedback that builds skills in value-based selling…”
  Show it by: Puts the customer's need in their own words; Shows a result for the customer, not only for the company.
• 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…” · “Hire and onboard: Build the hiring plan, run structured interviews, make strong hiring decisions, and ramp new TSMs to full productivity with a clear 30/60/9…” · “Comfort in an unstructured, fast-paced, change-heavy environment.”
  Show it by: Shows how priorities were set when everything was urgent; Mentions deadlines met and how.
• Data and analysis 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…” · “Calibrate and reward: Participate in calibration, promotion, and compensation cycles with fair, data-backed recommendations.” · “Set the team's goals, KPIs, and operating rhythm (pipeline reviews, trial health reviews, weekly close).”
  Show it by: Uses a number to describe the situation or the result; Explains what the data showed and what was done with it.
• Adaptability and learning Core
  In the posting: “Champion and model Samsara's cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team).” · “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…” · “You own team results: trial conversion, trial quality, and TSM growth and retention.”
  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: “Coach continuously: Hold weekly 1:1s, review live trial work and customer calls, and give timely, specific feedback that builds skills in value-based selling…” · “Represent the team in executive trial reviews and customer-facing escalations.” · “Expertise in communication strategy, risk management, and executive stakeholder management.”
  Show it by: Shows how they aligned people with different goals; Explains how they handled a 'no' from someone senior.
• 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.” · “If you’re ready to build for the long term and own the outcome, your journey starts here.”
  Show it by: Takes a task from start to finish without being chased; Owns a mistake and what was changed after it.
• 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.

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