Samsara AVP, Federal Sales at Samsara leading the federal go-to-market strategy and building a dedicated federal sales team. Focus on selling Connected Operations Cloud to U.S. federal civilian and defense agencies.
Responsibilities
Samsara is building its Federal business, and we're looking for the Sales leader who will build out the team and strategy. 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 into U.S. federal civilian agencies as part of Phase 1 and defense agencies as part of Phase 2 on a dedicated, FedRAMP-authorized government cloud environment.
Federal agencies run some of the largest vehicle and asset fleets in the world, and they are modernizing how they manage safety, maintenance, sustainability, and mission readiness. Samsara already partners with state and local government agencies across the country, including statewide programs. This role turns that foundation into a durable federal practice.
This is a remote position open to candidates based on the East Coast (Maine, New Hampshire, Massachusetts, Rhode Island, Connecticut, New York, New Jersey, Delaware, Maryland, Pennsylvania, Virginia, North Carolina, South Carolina, Georgia, and Florida), with a preference for candidates based in the Washington D.C. metropolitan area. This position requires travel up to 40% of the time.
Build and own Samsara's federal go-to-market strategy for civilian agencies, including agency prioritization, territory design, and a multi-year plan that sequences investment against certification milestones and the federal budget cycle - with a plan to expand to defense agencies in the future
Build Samsara's federal route-to-market with Partnerships: distributors and resellers, contract vehicles such as GSA MAS and GWACs, and co-sell relationships with federal systems integrators
Hire, develop, and lead a dedicated federal team of account executives, future business development and capture managers, and solutions engineers, starting with a focused pod and scaling headcount as pipeline and bookings prove out
Own federal pipeline and bookings, with clear leading indicators (agency relationships, qualified opportunities, RFI and proposal activity) in the early stage and full bookings accountability once the authorized product is available to transact
Develop senior relationships with agency fleet, logistics, operations, and CIO/CISO leaders, and represent Samsara at industry days, federal events, and with government affairs partners
Partner with Security and Compliance and Product to translate FedRAMP authorization progress into a clear, accurate customer narrative and to bring agency requirements back into the GovCloud roadmap
Work with Revenue Operations, Finance, and Sales Compensation to design federal-specific pipeline stages, forecasting, quotas, and compensation plans for long-cycle selling
Partner with Legal, Deal Desk, and Contracts on FAR-compliant terms, teaming agreements, and federal ethics requirements, setting a high bar for compliance across the team
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 as a Team) as we scale globally and across new offices
