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

• 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.
• 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.