• Value Architects help customers identify strategic goals, uncover operational challenges, and connect those to measurable business outcomes enabled by Samsara’s platform
• This highly collaborative role partners with Sales, Sales Engineering, and Product to ensure customers can clearly see the business impact of adopting Samsara
• Lead customer discovery: Engage executives and operators to uncover business goals, workflow challenges, and success criteria
• Align customer and internal stakeholders on the main sources of value (efficiency, safety, sustainability) that a prospective customer will receive by using Samsara’s products
• Architect the value story: Connect customer challenges to Samsara solutions and design a clear roadmap of outcomes
• Partner cross-functionally: Collaborate with AEs, SEs, and post-sale teams to align on strategy and ensure a consistent value narrative from discovery through adoption
• Strengthen the value journey: Provide structured, outcome-based deliverables that improve customer buy-in, accelerate sales cycles, and set the stage for long-term success
• Contribute to methodology and scaling: Help refine Samsara’s approach to value discovery and support enablement across the broader sales organization

Champion Samsara’s cultural principles: Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, and Win as a Team

• 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 innate curiosity in 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
• 6+ years experience in management, strategy, or tech consulting and/or value engineering,
• Experience facilitating group discussions and workshops with multiple levels of an organization, from front-line managers to executive stakeholders
• Structured thinker with strong quantitative skills, an eye for value, and attention to detail
• Proficiency in visual storytelling and frameworks to synthesize complex ideas into clear narratives
• Strong facilitation, communication, and presentation skills, with proven experience engaging executives and customer-facing stakeholders
• Proven ability to build deep and empathetic working relationships with customers/clients and cross-functional teams
• Experience managing programs across cross-functional teams, building processes, assets to scale, and driving measurable impact
• Self-starter who thrives in an unstructured, change-heavy environment, embraces continuous learning, and enjoys owning projects
• Strong aptitude in Google Slides, PowerPoint, and diagramming tools
• Bachelor’s degree required
• Experience in fleet management, IoT devices, or B2B software a nice to have
• Experience working with executives in transportation, field services, energy, or public sector industries a nice to have
• Background in structured discovery, design thinking, or enterprise solution consulting

Ability to build business cases, success metrics, and ROI models that quantify value for decision-makers

• 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 $139,825—$211,500 USD Full time employees receive a competitive total compensation package along with employee-led remote and flexible working, health benefits, and much, much more