Trial Success Manager

About the role:

As the Trial Success Manager (TSM), you will support trial execution, working alongside the Sales team to ensure that prospective customers experience the full value of our solutions during the trial. You will partner closely with internal sales, customer success, and other cross functional teams to create and drive progress on customized trial plans tailored to client needs. This is a high-profile role, critical to driving trial conversion, overall sales success, and long-term customer adoption, particularly in the Enterprise Sales segment.

This role is open to candidates residing in the US except the San Francisco Bay Metro Area, NYC Metro Area, and Washington, D.C. Metro Area.

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 customer's 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:

• Develop Trial Project Plans customized to the prospect’s specific needs, partnering with the Samsara account team and clients to establish success criteria, trial scope, etc for each trial. Hold internal and external teams accountable to the end-to-end trial project plan, ensuring milestones, deadlines, etc are met.
• Act as a subject matter expert on topics such as change management, communication strategy, risk mitigation, and coaching techniques.
• Lead internal account team strategy sessions to unblock deals and drive alignment on next steps to progress the trial, coordinate leadership support asks, and more.
• Coordinate with key cross functional teams to bring in the right resources at the right time based on strategic priorities of the trial.
• Communicate updates on major milestones, keeping internal and external stakeholders informed of progress and trial outcomes.
• Create tailored meeting content for key trial milestones and ad hoc engagements as needed.
• 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.

Minimum requirements for this role:

• 3+ years of experience in a client-facing role working with larger, Enterprise clients - strategic consulting, account management, project management, sales; SaaS or technology experience preferred.
• Bachelor’s degree required
• Expertise in change management, communication strategies, risk management, and coaching techniques.
• Strong organizational skills with the ability to multitask, prioritize effectively, and manage urgent requests. Experience managing stakeholders across cross functional teams, building processes and driving impact/results.
• Exceptional verbal and written communication skills to convey complex ideas concisely.
• Technical aptitude and experience with CRM and project management tools.
• Adaptability and flexibility to navigate dynamic and fast-paced environments.
• Problem-solving mindset with a focus on delivering results.
• Strong quantitative, communication, and presentation skills.
• Self-starter who enjoys owning projects and thrives in an unstructured, change-heavy environment.

An ideal candidate also has:

• Nice-to-have: Sales experience closing business with large Enterprise organizations 
• Strong bias for action, the ability to think big, with insistence on high standards.
• Experience serving and supporting large-scale business solutions at Fortune 500 companies.
• Proven experience managing and leading proof-of-concept, proof-of-value, or trial processes in software or hardware.