• This role builds and scales Samsara's ecosystem of OEM, upfitter, and installation partners—ensuring installations meet the company's technical, operational, and quality standards at scale
• The person will bridge R&D, Operations, and Field teams to translate complex OEM requirements into clear, repeatable processes that accelerate deployment and improve installation consistency
• Build and scale a network of OEM, upfitter, and installer partners across Samsara's vehicle and asset segments
• Drive partner onboarding, training, certification, and readiness to meet Samsara's technical and quality standards
• Develop and maintain repeatable playbooks that accelerate partner enablement and installation consistency
• Collaborate cross-functionally with Product, Legal, Operations, and Field teams to operationalize OEM and customer installation programs
• Capture installation requirements from OEM and upfitter engineering teams and translate them into clear guidance for Samsara R&D
• Audit and track partner installation quality, throughput, and readiness to ensure seamless customer activation
• Identify and resolve bottlenecks in partner performance, recommending process or tooling improvements
• Conduct regular site visits to OEM manufacturing plants, upfitters, and installation partners to validate processes, support launches, and strengthen relationships (40%+ travel)

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

• Success in this role requires strong organizational and communication skills, technical fluency in hardware and vehicle systems, and a bias for execution in fast-moving, hands-on environments
• The ideal candidate will thrive at the intersection of business development and technical operations, creating scalable partner systems that deliver seamless customer activation and measurable impact
• Strong organizational and communication skills, with ability to interface effectively across technical and operational teams
• Comfort with installation workflows, hardware integration, and vehicle supply chain concepts
• Demonstrated ownership, adaptability, and execution in fast-paced or ambiguous environments
• Coachable, curious, and eager to learn complex systems quickly
• Willingness to travel regularly to OEM and partner sites
• Understanding of SaaS business models and how hardware-enabled data delivers measurable customer value
• Experience building or scaling partner networks such as OEM programs, dealer ecosystems, or installer channels
• Technical fluency with manufacturing environments, hardware integration, and vehicle system workflows
• Bias for action and ownership, operating with urgency, accountability, and confidence in fast-changing environments
• Resourceful and solution-oriented, thriving in ambiguity and consistently driving practical, high-impact outcomes
• Builder mindset, eager to create scalable systems, optimize processes, and learn through hands-on execution

Mission-driven motivation, aligned with Samsara's vision to connect and transform the world of physical operations

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, reduce emissions, and most importantly, ensure workers return home safely

Full time employees receive a competitive total compensation package along with employee-led remote and flexible working, health benefits, and much, much more