Sr. Partner Account Executive, EMEA FMC

Details

• You want to impact the industries that run our world: Your efforts 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 have an innate curiosity about how businesses work: One day you’ll meet with someone in waste management and the next you may be learning about the inner workings of a food distribution center. Our top sales team members seek to learn the ins and outs of the businesses they support in order to make a larger impact.
• You build genuine relationships with your customers: The industries we serve have relied on pen-and-paper solutions for years and haven’t been met with the type of technology we offer. Our customers value earned trust and human relationships built over time.
• You want to be with the best: Samsara’s high-performance culture means you’ll be surrounded by the best and challenged to go farther than you have before.
• You are a team player: At Samsara, sales is a team sport. We help each other out by sharing best practices and focusing on winning as a team.
• Define and operationalise a scalable FMC GTM model for UK and France
• Develop clear value propositions for both Samsara and FMC partners
• Align commercial incentives and engagement models
• Establish partner engagement cadence and activation plans
• Generate and influence pipeline through activated FMC relationships
• Work closely with Enterprise and Mid-Market AEs to embed partners into live opportunities
• Track referral flow, pipeline creation, and revenue influenced
• Personally drive early lighthouse opportunities to prove the model
• Document playbooks, engagement models, and activation processes
• Identify structural blockers and fix them (incentives, enablement, positioning)
• Partner cross-functionally with Sales Leadership, Marketing, RevOps, and Product
• Build strong top-down relationships within FMC organisations
• Navigate complex, multi-stakeholder environments
• Position Samsara as a strategic technology partner within their ecosystem
• 8+ years of experience in partnerships, business development, or enterprise sales within B2B technology
• Proven experience scaling or significantly expanding a partner motion (not just managing relationships)
• Demonstrated success influencing revenue through partners in a complex sales environment
• Experience navigating multi-stakeholder enterprise deals
• Strong commercial acumen and ability to structure mutually beneficial partner models
• Experience working cross-functionally within a matrixed sales organisation
• Based in the UK and legally authorised to work
• Experience in mobility, fleet, telematics, IoT, or adjacent industries
• Exposure to leasing or fleet management company ecosystems
• Experience operating across UK and France
• French language proficiency
• Experience in hardware + SaaS technology environments
• Builder mindset: comfortable creating structure where none exists
• Commercially sharp: understands incentives, pipeline mechanics, and revenue math
• Comfortable influencing without direct authority
• Operates with high ownership and accountability
• Able to balance strategic thinking with hands-on execution