Director, Account Development — EMEA

Who we are 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's EMEA Account Development team closed a strong FY26. Now the expectation has been raised — significantly. With new GTM leadership across the region, this is a moment to build something bigger, not maintain what exists. This Director role owns the entire EMEA ADR function — UKI, France, Germany and Netherlands — leading a team of five managers and roughly 48 ADRs. The foundation is strong. The brief is to accelerate. You'll be the only leader on the VP's team who owns a full international region — not a segment, not a market, an entire region with its own commercial fabric, leadership chain, and growth trajectory. That's an unusual scope, and it comes with real latitude. The new GTM leadership team in EMEA is in place and the targets ahead are serious. What's needed is a senior ADR leader who brings credibility at every level — with their team, with the AE org they support, and with the commercial leaders they sit alongside. Someone who has been here before: owned a number, built a culture, and ran a multi-market function without needing a playbook handed to them. In this role, you will Own EMEA ADR performance end-to-end — pipeline attainment, forecasting accuracy, and the KPIs that matter to the business. You report the numbers; you also own them. Lead a tenured management bench across the region. These are experienced managers — your job is to raise the ceiling on what they and their teams can achieve, not to stabilise a rebuild. Operate across multiple markets simultaneously, each with different commercial dynamics, stakeholder structures, and pipeline expectations. You hold the full picture while your managers run their patches. Partner directly with the AE and sales leadership org as an equal — contributing to pipeline strategy, territory planning, and cross-functional decisions, not just executing against a plan handed down. Drive the talent pipeline into the broader GTM organisation. The ADR function should be where future AEs, managers, and leaders are built. You set that standard and make it real. Embed AI tooling and data-driven operating rhythms across the team. We expect our leaders to be ahead of the curve here, not experimenting for the first time. Work at pace with a VP and regional GTM leadership team that move fast, communicate directly, and have high expectations. You'll need to match that energy and hold your own in the room. Champion Samsara's cultural principles — Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team — and embed them in how the EMEA ADR team operates. Minimum requirements for the role Second-line leadership experience in an ADR, SDR, or BDR function — you have managed managers, not just reps Demonstrable ownership of an EMEA or multi-market region: UK and at least one continental European market A track record of consistent pipeline attainment across multiple consecutive periods ... (truncated, view full listing at source)