Renewals Account Executive - Mid-Market - Public Sector

About this role:

Renewals are the heartbeat of Samsara’s long-term success. As a Renewals Account Executive for our Public Sector Mid-Market segment, you will lead the commercial strategy for a portfolio of 35-55 high-value accounts per quarter. This is a high-impact role where you will be responsible for securing favorable renewal terms while minimizing financial attrition, identifying growth opportunities, passing findings and insights back to the business, and closing 36-month renewal deals.

Your mission is to balance efficiency with high-touch strategic negotiation, ensuring our Public Sector customers continue to see Samsara as their "source of truth" and long term partner for physical operations.

This role is open to candidates residing in the US except Alaska, Austin Metro, Boulder Metro, California, Chicago Metro, Connecticut, Dallas Metro, Denver Metro, Houston Metro, Maryland, Massachusetts, New Jersey, New York, Rhode Island, Seattle Metro, and Washington, D.C.

You should apply if: 

• You want to impact the industries that run our world: Your efforts result in real-world impact—helping to keep the lights on, get food into grocery stores, and ensure workers return home safely. You have an innate curiosity about how businesses work, whether you’re diving into the inner workings of a food distribution center or a waste management firm to understand how our technology makes them better.
• You thrive in a competitive arena and play to win: You aren't intimidated by a "save" cycle; you lean into it. You are a creative thinker who can confidently advocate for a customer’s resources at time of renewal and prove why Samsara remains their best-in-class partner. You expect to win because you believe in our value, and you have the grit to defend our footprint against any competitor.
• You are a Master of Prioritization: You know how to triage a book of business, while dedicating deep strategic work to your top-spend "anchor" accounts. You take pride in a clean forecast, and know that deal execution is an essential part of hitting your numbers.  
• You are a Value Architect who builds genuine relationships: You don’t just "process" a contract; you re-confirm the business case. You build trust quickly, and you can articulate ROI to a CFO or operational value to a Fleet Manager with equal fluency.
• You can navigate internal complexity to win as a team: You recognize that sales is a team sport. You are comfortable collaborating with Deal Desk, Legal, and Finance to navigate custom terms and "get to yes" on agreements, all while sharing best practices to help the broader team succeed.
• You want to be with the best: You thrive in a high-performance culture where you are surrounded by top-tier talent. You are looking for a role that challenges you to go farther than you have before, moving with urgency and a growth mindset to secure the revenue that fuels Samsara’s mission.

• Own the Public Sector Mid-Market: Act as the primary commercial lead for a portfolio of 35-55 renewals per quarter. You will manage high-touch accounts ranging from $10k to $100k+, serving as a dedicated expert on the Public Sector business landscape, local competitors, and regional market trends.
• Drive Full-Cycle Commercial Execution: Lead every stage of the renewal process, from initial quoting and complex negotiations to securing internal approvals. You will prioritize 36-month terms to stabilize the partnership and maximize long-term Lifetime Value (LTV).
• Forecast with Precision: Maintain impeccable Salesforce hygiene to ensure your pipeline is a "single source of truth." You will provide leadership with scenario forecasting, clear visibility into territory risks, and data-driven insights that make your outcomes predictable.
• Strategize Across the Account Team: Partner seamlessly with CSMs and AEs to map out expansion opportunities. You will bridge the gap between retention and growth, identifying expansion opportunities while ensuring a frictionless, unified experience for the customer.
• Operate as a Business Owner: Take full accountability for your territory’s health. You don't just manage a list; you proactively solve for churn, advocate for the needs of the Canadian market, and lean into the "owner" mindset to hit and exceed your retention targets.

• Experience: 2+ years of full-cycle closing or strategic renewals experience, specifically managing Mid-Market or Commercial accounts.
• Commercial acumen: Proven track record of managing $1M+ in quarterly quota with deal sizes above $100k
• Negotiation Prowess: Ability to manage multi-stakeholder "save" cycles and handle complex procurement/legal requirements.
• Operational Excellence: Expert proficiency in Salesforce and a disciplined approach to pipeline management.