Responsibilities

• Lead as a player-coach: Manage a direct report while helping build the public sector PMM team's foundation — sharing in the strategic work, coaching for growth, and creating the frameworks that enable the function to scale.
• Own public sector positioning and messaging: Develop and evolve Samsara's core narrative for government buyers across federal, state, local, and education segments — grounded in mission outcomes rather than generic product benefits
• Build Samsara's federal go-to-market foundation: Partner cross-functionally to define how Samsara approaches the federal market, including messaging and enablement that reflect our compliance roadmap as it evolves
• Translate compliance into a sales advantage: Understand the FedRAMP authorization process and impact levels — deeply enough to explain it clearly to sales teams and prospects, and to inform internal conversations about authorization strategy and timing
• Drive product and platform launches for public sector: Localize Samsara's launches for a government audience, ensuring messaging reflects agency use cases, procurement realities, and compliance considerations
• Enable sales and channel teams: Build battlecards, objection-handling guides, RFP/RFI response content, and compliance-focused sales collateral that helps account teams and channel partners win competitive government deals
• Support competitive intelligence for public sector: Track how competitors position themselves to government buyers, and translate that intelligence into differentiated Samsara messaging and sales guidance
• Represent Samsara at public sector events and forums: Support flagship industry events and partner conferences with content, speaking support, and thought leadership

Requirements

• 7+ years of product marketing (or closely related go-to-market) experience, with a meaningful portion of that focused on public sector / government technology marketing (B2G)
• Working knowledge of the FedRAMP authorization process, and general familiarity with adjacent compliance frameworks (e.g., StateRAMP/GovRAMP, NIST 800-53), with the ability to translate them into clear guidance for internal teams
• Proven ability to independently own strategic programs from conception to completion, and to influence cross-functional partners without direct authority
• Exceptional written and verbal communication skills — able to translate complex topics into clear, compelling narratives for technical and non-technical audiences alike
• Bachelor's degree or equivalent practical experience

Preferred

• Experience managing a direct report or small team is strongly preferred
• Direct experience supporting a company through a FedRAMP or StateRAMP/GovRAMP authorization process
• Experience marketing connected devices, hardware-enabled, or physical-operations software platforms
• Prior experience in government or a public sector-focused vendor or agency role
• Established relationships within the Carahsoft ecosystem or with other public sector aggregators/resellers
• Experience building a public sector or new-market go-to-market motion from scratch — including positioning frameworks and playbooks designed to scale beyond your own work

Benefits

• 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. 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.