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Director, Pricing Operations



United States · Remote
Posted on Tuesday, July 2, 2024

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, Equipment Monitoring, and Site Visibility. 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:

As a Pricing Director at Samsara, you will play a pivotal role in developing and implementing new pricing strategies. You’ll partner closely with the Product, Finance, Marketing, and Sales teams to create and execute pricing programs for new & existing customers. Your impact will be highly visible and contribute directly to Samsara’s success in the market and overall business performance.

You should apply if:

  • You want to impact the industries that run our world: The software, firmware, and hardware you build 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 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 the architect of your own career: If you put in the work, this role won’t be your last at Samsara. We set up our employees for success and have built a culture that encourages rapid career development, countless opportunities to experiment and master your craft in a hyper growth environment.
  • You’re energized by our opportunity: The vision we have to digitize large sectors of the global economy requires your full focus and best efforts to bring forth creative, ambitious ideas for our customers.

In this role, you will:

  • Partner with Product, Finance, Marketing, and Sales to establish new pricing operations rhythms and practices
  • Analyze and understand the impacts of pricing & packaging adjustments and collaborate cross-functionally to recommend strategy adjustments
  • Deeply understand Samsara’s products and competitive positioning in the market
  • Plan and conduct quantitative and qualitative research to strengthen factbase in support of long-term Pricing strategy
  • Work with Samsara’s Product Managers to establish pricing recommendations for new and emerging products
  • Share insights and reporting that will support quarterly and annual R&D planning processes
  • Proactively identifying new opportunities for monetization and syndicate with Product teams to develop market-winning solutions
  • Champion, role model, and embed Samsara’s cultural principles (focus on customer success, build for the long-term, adopt a growth mindset, be inclusive, and win as a team) as we scale globally.

Click here to learn about what we value at Samsara.

Minimum requirements for the role:

  • 10 years of experience in pricing, strategy, analytics, and technology
  • Strong written and verbal communication skills; comfort addressing and influencing an Executive audience
  • Data-driven storytelling with an ability to synthesize data into actionable insights for the business
  • A track record of of driving strategic programs across an organization
  • Technical acumen to grasp technical concepts and successfully engage with product & engineering teams
  • Experience working directly with Enterprise customers
  • Experience hiring, developing, and leading people as a direct manager

An ideal candidate also has:

  • Experience building and managing a Pricing function in the Enterprise / B2B SaaS Industry
  • Advanced and/or quantitative degree (e.g., MBA or similar) from a top university
  • Product or Engineering experience
  • Hands-on experience using SQL or similar programming language used for data manipulation and computational statistics

Samsara’s Compensation Philosophy: Samsara’s compensation program is designed to deliver Total Direct Compensation (based on role, level, and geography) that is at or above market. We do this through our base salary + bonus/variable + restricted stock unit awards (RSUs) for eligible roles. For eligible roles, a new hire RSU award may be awarded at the time of hire, and additional RSU refresh grants may be awarded annually.

We pay for performance, and top performers in eligible roles may receive above-market equity refresh awards which allow employees to achieve higher market positioning.

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.
$125,440$224,000 USD

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. We are committed to increasing diversity across our team and ensuring that Samsara is a place where people from all backgrounds can make an impact.


Full time employees receive a competitive total compensation package along with employee-led remote and flexible working, health benefits, Samsara for Good charity fund, and much, much more. Take a look at our Benefits site to learn more.


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

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.

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 ‘’ or ‘’. For more information regarding fraudulent employment offers, please visit our blog post here.