Director, GTM AI Engineering

About the role

Who we are

Samsara (NYSE: IOT) is the pioneer of the Connected Operations™ Cloud, which is a platform that enables organizations that depend on physical operations to harness Internet of Things (IoT) data to develop actionable insights and improve their operations. At Samsara, we are helping improve the safety, efficiency and sustainability of the physical operations that power our global economy. Representing more than 40% of global GDP, these industries are the infrastructure of our planet, including agriculture, construction, field services, transportation, and manufacturing — and we are excited to help digitally transform their operations at scale.

Working at Samsara means you’ll help define the future of physical operations and be on a team that’s shaping an exciting array of product solutions, including Video-Based Safety, Vehicle Telematics, Apps and Driver Workflows, and Equipment Monitoring. As part of a recently public company, you’ll have the autonomy and support to make an impact as we build for the long term.

About the role:

Samsara’s Machine Learning, AI, Analytics & Data (MAAD) team builds the intelligence and technology that helps our go-to-market teams work faster, make better decisions, and spend more time with customers.

As the Director, GTM AI Engineering you’ll run our AI Engineering team for GTM. You’ll work closely with Data Science, Analytics, and Data Engineering to serve Sales, Customer Success, Support, Enablement, and GTM leadership. This is a hands-on Director role. Expect to spend about 70% of your time building (prototyping agents, writing code, designing evals) and about 30% leading the team, setting strategy, and influencing stakeholders.

You’ll build intelligent workflow experiences. That ranges from AI agents and copilots that take manual work off sellers’ plates, to signals for propensity and prioritization, to the data, evaluation, and measurement foundations that make these products reliable and trusted.

The ideal candidate is AI-native. You already run your own work through agents every day, you’ve shipped AI products to production, and you get as excited about a seller’s first “wow, this saved me an hour” moment as you do about a clean architecture.

This is a remote position open to candidates residing in the US.

In this role, you will:

Build hands-on. Prototype, ship, and iterate on AI agents, copilots, and workflow automations for GTM teams, from the first demo to a production system people rely on.

Build the platform, not just the apps. Own the architecture of the shared GTM AI platform: orchestration, LLM and tool gateways, identity and access, and the MCP and SDK contracts that let the GTM web app, Salesforce, Slack, desktop, and Claude plugins share one set of governed capabilities.

Make evals a first-class discipline. Design evaluation frameworks for agent and LLM behavior, including golden datasets, LLM-as-judge, human review loops, and regression suites, and run them in development and production. Use transcript analysis and eval results to find failures, guide what to fix first, and show quality improving over time.

Lead with AI day to day. Use agents, coding assistants, and agent harnesses in your own daily work, and build the shared tooling, patterns, and harnesses that make the whole team faster.

Stay ahead of the curve. Track new models, agent frameworks, MCP and tool ecosystems, and context engineering, and turn them into practical recommendations for Samsara's GTM use cases: what to adopt, what to test, and what to ignore. Make clear build-versus-buy calls on vendor tools, not just models.

Drive adoption with the field. Be the go-to advocate for AI across Sales, CS, and Support. Run demos, earn credibility with reps and frontline managers, collect real feedback, and turn skeptics into power users.

Set the strategy. Own the technical and product strategy for GTM AI, including the data foundations, instrumentation, governance, and observability these products depend on. Decide which prototypes move onto the shared platform, which merge, and which retire. Own model routing across vendors and the per-user spend controls that keep AI cost in line with value. Influence senior leaders on AI priorities, investment, and the operating model.

Ship revenue-critical intelligence. Own the forecasting, propensity, and CRM data-quality work that sales leadership acts on, and keep it calibrated, validated, and clear about its limits. Be comfortable across data and analytics engineering, and act as a business leader when the work calls for it.

Partner across GTM, Product, and Engineering. Work with Sales, Customer Success, Support, Enablement, Operations, Product, and Engineering leaders to find high-value opportunities, define success metrics, and turn them into durable products.

Build for trust. Put a pragmatic responsible-AI approach in place: safety, privacy, reliability, and human-in-the-loop workflows with clear approval and escalation paths. Agents that act on CRM and customer data run with per-user, least-privilege permissions, and changes to systems of record get human approval first.

Automatically included

All Roles: 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

People Manager Roles: Hire, develop and lead an inclusive, engaged, and high performing AI Engineering team

Minimum requirements for the role:

10+ years across software engineering, machine learning, data science, or data platforms, including meaningful leadership experience. You still write code regularly.

Bachelor’s degree or equivalent relevant work experience.

Hands-on experience building and shipping LLM applications and agentic workflows to production, including tool use, retrieval, context engineering, and production reliability.

Production full-stack and cloud engineering experience (for example Python or TypeScript, AWS, and Databricks), including owning systems that other teams depend on.

Demonstrated experience designing and running evaluation frameworks for LLM or agent systems, and using them to drive quality decisions.

Daily, fluent use of AI agents and coding assistants in your own work, and a point of view on how they change the way teams build.

A track record of shipping internal or customer-facing AI/ML products with measurable business impact.

Experience with predictive modeling, experimentation, analytics, and data engineering foundations.

Strong product judgment and the ability to turn ambiguous business problems into simple, valuable solutions.

Excellent communication with both executives and frontline users. You can demo to a sales floor and present to a VP on the same day.

A people-first leadership style with a track record of hiring, developing, and keeping strong technical talent.

An ideal candidate also has:

Experience building AI or decisioning products for Sales, Customer Success, Support, Marketing, or other GTM functions, ideally in a fast-growing enterprise SaaS environment.

Experience with CRM, customer data, support, and knowledge-management systems (such as Salesforce, Gong, Gainsight, Zendesk, and Databricks), and connecting agents to them (for example, through MCP servers or similar integrations).

Experience with agent SDKs and harnesses (such as Claude Code / Agent SDK, OpenAI Agents SDK, LangGraph, or similar) and LLM observability tooling, eval tooling such as Braintrust or MLflow, and model APIs from Anthropic, OpenAI, and Google.

Experience operating AI products at scale, including cost management, monitoring, and governance.

A visible habit of learning in public, such as writing, talks, open-source work, or internal “what’s new in AI” sessions.

The compensation range shown spans approved pay zones for this role. Your primary work location determines the range applicable to you, which may be narrower than the full range displayed.

The range of annual base salary for full-time employees for this position is below. Please note that base pay offered may vary depending on factors including your city of residence, job-related knowledge, skills, and experience. This role is also eligible for an initial RSU grant with no vesting cliff, and ongoing refresh opportunities tied to performance, subject to plan terms and conditions. Learn more about our total rewards and benefits below.

Annual Base Salary $182,000—$325,000 USD

Total Rewards

At Samsara, we build for the people who keep the global economy moving. We want owners, not passengers, which is why our rewards are designed to fuel high-impact builders. Our compensation program delivers above-market total compensation through a combination of base salary, performance-based bonus/variable pay, and equity (for eligible roles) in a high-growth public company. We meaningfully differentiate pay for our top performers, who have the opportunity to earn above-market compensation that can outpace the broader market over time.

Beyond compensation, we provide the foundations that enable long-term success: a flexible, employee-led remote model, a professional development stipend, comprehensive health and parental leave plans, and more. If you’re ready to build for the long term and own the outcome, your journey starts here.

Flexible Working

At Samsara, we embrace a flexible working model that caters to the diverse needs of our teams. Our offices are open for those who prefer to work in-person and we also support remote work where it aligns with our operational requirements. For certain positions, being close to one of our offices or within a specific geographic area is important to facilitate collaboration, access to resources, or alignment with our service regions. In these cases, the job description will clearly indicate any working location requirements. Our goal is to ensure that all members of our team can contribute effectively, whether they are working on-site, in a hybrid model, or fully remotely. All offers of employment are contingent upon an individual’s ability to secure and maintain the legal right to work at the company and in the specified work location, if applicable.

Belonging at Samsara

At Samsara, we welcome everyone regardless of their background. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender, gender identity, sexual orientation, protected veteran status, disability, age, and other characteristics protected by law. We depend on the unique approaches of our team members to help us solve complex problems and want to ensure that Samsara is a place where people from all backgrounds can make an impact.

Accommodations

Samsara is an inclusive work environment, and we are committed to ensuring equal opportunity in employment for qualified persons with disabilities. Please email accessibleinterviewing@samsara.com or click here if you require any reasonable accommodations throughout the recruiting process.

Our Commitment to Authenticity

We use Tofu, a fraud detection tool, to validate the authenticity of applications and protect against identity fraud. This ensures we are connecting with real people and allows us to prioritize genuine candidates. Please see Samsara’s Candidate Privacy Notice for more information.

Fraudulent Employment Offers

Samsara is aware of scams involving fake job interviews and offers. Please know we do not charge fees to applicants at any stage of the hiring process. Official communication about your application will only come from emails ending in @samsara.com, @us-greenhouse-mail.io or @mail3.guide.co. For more information regarding fraudulent employment offers, please visit our blog post here.