Responsibilities

• Own the global lead funnel architecture. Take end-to-end ownership of lead ingestion, routing logic, channel setup, data enrichment, and SLA governance — continuously iterating to improve speed, accuracy, and conversion.
• Drive lead-to-opportunity performance. Conduct regular analyses of funnel conversion rates across regions and segments; translate findings into prioritized improvement initiatives and lead their execution through to measurable impact.
• Build for scale, not just for today. Design and implement scalable process and systems improvements that anticipate Samsara's continued growth across markets — solving problems at the root, not the surface.
• Enable funnel visibility. Build and maintain reporting that gives marketing and sales leadership clear, reliable insight into pipeline generation performance; surface trends, anomalies, and opportunities proactively rather than reactively.
• Be the operational backbone of our GTM engine. Maintain deep, trusted working relationships across Sales, Sales Operations, Account Development, Marketing, and Engineering; serve as the go-to operational counterpart who can communicate clearly across technical and non-technical audiences alike.
• Leverage AI and automation to compound your impact. Build AI-powered workflows that automate repeatable lead flow tasks; integrate these into your standard operating approach and actively share what's working with the broader team.
• Bring solutions, not just problems. Identify gaps before they become escalations; frame issues clearly and arrive at cross-functional conversations with a point of view on how to fix them.
• Be a trusted partner to the teams who depend on you. Serve as a responsive, solutions-oriented resource for ADR Managers and Marketing Campaign owners — fielding questions on lead quality, performance measurement, and system behavior with an open mind and a win-as-a-team attitude; use their feedback to continuously improve what you own.
• Champion Samsara's cultural principles. Role model and embed our values (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team) as we scale globally.

Requirements

• 6+ years of experience in Marketing Operations, Sales Operations, Business Systems, Analytics, or a closely related B2B go-to-market role, with a strong emphasis on analytical problem solving and end-to-end program ownership.
• Advanced proficiency with LeanData for lead routing and Salesforce, including deep working knowledge of the Lead, Contact, Account, Campaign, Activity, and Opportunity data models.
• Strong command of funnel dynamics, measurement, and analytics — able to diagnose conversion issues, build analyses, and translate findings into clear, data-driven recommendations for senior stakeholders.
• Clear, structured communicator with strong stakeholder management skills across GTM functions (Marketing, Business Development, Sales, Customer Success, and beyond); able to make complex operational topics accessible and actionable for both technical and non-technical audiences.
• Demonstrated ability to own cross-functional programs end-to-end — from problem definition through execution and measurement — with minimal direction.
• AI tools in day-to-day work — whether in-app copilot features (e.g., Salesforce Einstein) or standalone solutions like Claude, ChatGPT, or Gemini.

Preferred

• Databricks as a consumer — writing or adapting queries, pulling data sets, and conducting ad hoc analysis.
• Tableau for building or interpreting dashboards and funnel reporting.
• Marketing automation and sales engagement platforms: Marketo, Gong
• Automation and workflow tools: Gumloop, Zapier, Clay, Airtable

Benefits

• flexible, employee-led remote model
• professional development stipend
• comprehensive health and parental leave plans
• equity (for eligible roles)