Director, Insurance Partnerships
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 telematics and dashcam technology helps customers improve the safety of their operations, which has direct mutual benefits for our customers and their insurance providers. This role is a key leadership position within Samsara’s Global Partnerships team, responsible for building a world-class team and shaping the future of our insurance ecosystem.
This is a high-impact, entrepreneurial role at the intersection of strategy and GTM. You will be responsible for scaling relationships with the world’s largest insurance brokers and carriers to drive sales and adoption of Samsara technology while helping partners grow their business profitably.
This is a remote position open to candidates residing in the US.
You should apply if:
- 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.
In this role, you will:
- Scale Global Insurance Relationships: Grow partnerships with key strategic brokers and carriers.
- Drive GTM Alignment: Orchestrate alignment between our insurance partners and Samsara’s go-to-market teams to help demonstrate the safety impact of our products.
- Refine our Insurance Value Proposition: Continuously evolve and refine our value proposition for insurers.
- Demonstrate Safety Outcomes: Work with Samsara’s product data and insurance data to demonstrate actuarial grade safety comes.
- Build & Scale a Team: Hire, manage, and motivate a high-performing team of Partner and Program managers across the US, Mexico, and Canada.
Minimum requirements for the role:
- 12+ years of experience in insurance, partnerships, business development, or consulting, or sales.
- Experience architecting mutual value props and developing strong partnerships from the ground up.
- Experience working with telematics data, ideally in an insurance context
- Ability to navigate multi-stakeholder deals across several companies.
- Proven ability to create structure, process, and commercial models.
- Ability to align cross-functional teams toward a common partnership goal.
The range of annual on-target earnings (OTE) range for full-time employees for this position is below. Please note that OTE pay may vary depending on factors including your city of residence, job-related knowledge, skills, and experience. Learn more about our total rewards and benefits below.
Total Rewards
At Samsara, we build for the people who keep the global economy moving. We want owners, not passengers, which is why our rewards are designed to fuel high-impact builders. Our compensation program delivers above-market total compensation through a combination of base salary, performance-based bonus/variable pay, and equity (for eligible roles) in a high-growth public company. We meaningfully differentiate pay for our top performers, who have the opportunity to earn above-market compensation that can outpace the broader market over time.
Beyond compensation, we provide the foundations that enable long-term success: a flexible, employee-led remote model, a professional development stipend, comprehensive health and parental leave plans, and more. If you’re ready to build for the long term and own the outcome, your journey starts here.
Flexible Working
At Samsara, we embrace a flexible working model that caters to the diverse needs of our teams. Our offices are open for those who prefer to work in-person and we also support remote work where it aligns with our operational requirements. For certain positions, being close to one of our offices or within a specific geographic area is important to facilitate collaboration, access to resources, or alignment with our service regions. In these cases, the job description will clearly indicate any working location requirements. Our goal is to ensure that all members of our team can contribute effectively, whether they are working on-site, in a hybrid model, or fully remotely. All offers of employment are contingent upon an individual’s ability to secure and maintain the legal right to work at the company and in the specified work location, if applicable.
Belonging at Samsara
At Samsara, we welcome everyone regardless of their background. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender, gender identity, sexual orientation, protected veteran status, disability, age, and other characteristics protected by law. 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 backgrounds can make an impact.
Accommodations
Samsara is an inclusive work environment, and we are committed to ensuring equal opportunity in employment for qualified persons with disabilities. Please email accessibleinterviewing@samsara.com or click here if you require any reasonable accommodations throughout the recruiting process.
Our Commitment to Authenticity
We use Tofu, a fraud detection tool, to validate the authenticity of applications and protect against identity fraud. This ensures we are connecting with real people and allows us to prioritize genuine candidates. Please see Samsara’s Candidate Privacy Notice for more information.
Fraudulent Employment Offers
Samsara is aware of scams involving fake job interviews and offers. Please know we do not charge fees to applicants at any stage of the hiring process. Official communication about your application will only come from emails ending in @samsara.com, @us-greenhouse-mail.io or @mail3.guide.co. For more information regarding fraudulent employment offers, please visit our blog post here.
Average salary estimate
If an employer mentions a salary or salary range on their job, we display it as an "Employer Estimate". If a job has no salary data, Rise displays an estimate if available.
Samsara seeks a strategic Business Operations Manager for Technical Support Ops to create executive-ready insights, operational frameworks, and AI-enabled processes that scale support performance and customer outcomes.
Lead field-based provider sales across the Chicago metro for a fast-growing mental health startup, owning full-cycle outbound prospecting, closing, and relationship management to scale provider adoption and patient starts.
Experienced sales executive needed to lead a regional, multi-product employee benefits organization focused on profitable growth, broker partnerships, and team development.
AutoFi is hiring a field-based Outside Sales Representative in California to drive dealer adoption, schedule product demos, and capture on-site success content for our digital retailing platform.
T. Rowe Price is hiring a Senior Alternative Investments Strategic Account Manager to lead strategic account plans and grow alternatives distribution across national intermediary platforms.
Lead the US Specialty Wholesale strategy and a team of Territory Managers to elevate Arc’teryx representation and drive profitable growth across specialty retail channels.
A high-growth Voice AI startup is hiring a Hunter-focused Partner Account Manager to build and scale dental and emerging vertical partner channels across agencies, resellers, and integrators.
Senior sales leader sought to lead a remote regional sales organization in employee benefits, driving growth, retention and broker/consultant relationships across the Western region.
Lead and scale TTEC Digital's Higher Education sales motion across the Upper Midwest, converting cloud-generated leads and closing mid-market CX and cloud engagements with university stakeholders.
Lead aftersales program rollout and regional dealer performance as the Regional Service Development Manager for Nissan's West Region, driving parts and service growth through coaching, analysis, and operational execution.
Lead the sales floor for a well-known retail brand in Nashville as a full-time Keyholder, driving sales, coaching associates, and delivering exceptional client experiences.
Drive enterprise sales growth for 1Password as a field-based Account Executive covering the Chicago metro territory, focused on acquiring new large accounts and expanding existing relationships.
Lead and scale enterprise partnerships with large employers to expand access to care and drive long-term business impact in a fast-moving health tech environment.
Lead and scale a high-performing outbound BDR team at an AI-native health tech company focused on automating critical provider operations.
Samsara is a leading software company that offers a platform providing AI safety programs, real-time visibility, workflows, reporting, and an ecosystem of integrations to connect the operations that power the economy.
27 jobs
🔮
Hi, I'm Risa! Your AI Career Copilot
you, just ask me below!
