Sr. Partner Account Executive, EMEA FMC

1 hour, 59 minutes ago
Full-time
Lead
Sales and Business Development
Samsara

Samsara

Samsara pioneers the Connected Operations Cloud, offering AI safety programs, real-time visibility, and integrations for industries to enhance efficiency, safety, and sustainability globally.

IT Services
1K-5K
Founded 2015

Description

  • Own and scale Samsara’s FMC go-to-market strategy in EMEA, starting with the UK and France.
  • Define and operationalise a scalable partner motion with leasing and fleet management companies that are already Samsara customers.
  • Develop clear value propositions, commercial incentives, and engagement models for both Samsara and FMC partners.
  • Build and activate partner engagement cadences, activation plans, and lighthouse opportunities to prove the model.
  • Generate and influence pipeline through activated FMC relationships and partner-led opportunities.
  • Work closely with Enterprise and Mid-Market account executives to embed partners into live deals.
  • Track referral flow, pipeline creation, and revenue influenced by the partner motion.
  • Document playbooks, engagement models, and activation processes to support scale.
  • Identify and remove structural blockers related to incentives, enablement, and positioning.
  • Partner cross-functionally with Sales Leadership, Marketing, RevOps, Product, and regional leadership.
  • Build executive-level relationships within FMC organisations and navigate complex, multi-stakeholder environments.

Requirements

  • 8+ years of experience in partnerships, business development, or enterprise sales within B2B technology.
  • Proven experience scaling or significantly expanding a partner motion, not just managing relationships.
  • Demonstrated success influencing revenue through partners in a complex sales environment.
  • Experience navigating multi-stakeholder enterprise deals.
  • Strong commercial acumen and ability to structure mutually beneficial partner models.
  • Experience working cross-functionally within a matrixed sales organisation.
  • Based in the UK and legally authorised to work.
  • Experience in mobility, fleet, telematics, IoT, or adjacent industries is strongly preferred.
  • Exposure to leasing or fleet management company ecosystems is preferred.
  • Experience operating across the UK and France is preferred.
  • French language proficiency is a strong plus.
  • Experience in hardware plus SaaS technology environments is preferred.

Benefits

  • Above-market total compensation with base salary, performance-based bonus or variable pay, and equity for eligible roles.
  • Opportunity to earn above-market compensation in a high-growth public company.
  • Flexible, employee-led remote working model.
  • Comprehensive health plans.
  • Parental leave plans.
  • Professional development stipend.
  • Access to flexible working arrangements, including remote, hybrid, or on-site options where applicable.

Interested in this position?

Apply directly on the company website

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