Deal Desk Analyst

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, and Equipment Monitoring. 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: Samsara's Deal Desk team partners closely with our Sales organisation to drive market wins and achieve our revenue targets. As the Deal Desk Analyst supporting EMEA Mid-Market, you'll drive commercial outcomes for the region, applying deal economics and policy judgment to help Sales structure terms that win deals and protect Samsara's revenue. You'll work closely with Sales, Legal, and Finance leadership across the region, and you'll be the person Sales calls when a deal needs a fast, well-reasoned answer. You should apply if: You want to impact the industries that run our world: Your efforts will result in real-world impact—helping to keep the lights on, get food into grocery stores, reduce emissions, and most importantly, ensure workers return home safely. You bring clarity to high-stakes conversations: You're comfortable telling a seller no and keeping them on your side — and just as ready to get on a live customer call when a deal needs a clear, confident voice in the room. You live at the intersection of sales and finance: You can look at a discount, a payment schedule and know exactly what it means for Samsara's revenue — and you want to be the one making that call, deal by deal. In this role, you will: Own deal economics for the EMEA Mid-Market portfolio and know when a deal sits within your approval authority versus when it needs to escalate Sign off on certain non-standard terms within your own financial parameters, backed by your own authority rather than a case-by-case Legal review Manage the EMEA Mid-Market deal desk end-to-end — hold Sales to policy on discount and payment terms, help shape the SLAs and triage rules that keep a high-volume pipeline moving using AI tools to drive efficiency Partner with Sales to solve for non-standard requests — while maintaining a partnership mindset Protect quarter-end metrics anchoring deals on annual terms early and applying your team's escalation framework consistently Own final approval for your segment, and coach Sales on the thresholds so they flag you before a deal needs you Partner with Legal, Sales and Customers directly when a deal needs Deal Desk's voice in the room Collaborate with Sales Enablement to keep Sales current on policies and thresholds — 1:1s, group sessions, refreshers, and onboarding for new starters Champion, role model, and embed Samsara’s cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team) as we scale globally and across new offices Minimum requirements for the role: Experience in a comparable role within Deal Desk Demonstrated ability to evaluate deal economics against company policy Advanced proficiency in Excel/Google Sheets (formulas, modelling) and experience with CRM systems (i.e., Salesforce) and quoting tools Proven experience owning a large, high-volume book independently