✨ AI Insights & Summary
Samsara, a pioneer in the Connected Operations™ Cloud, is seeking a Director, GTM Data Governance & Strategy to revolutionize how sales data drives business performance. This high-impact, remote US-based role offers a unique opportunity to own and significantly improve the integrity, structure, and usability of critical sales data across their global operations. If you are a strategic leader with a proven track record in GTM data transformation and a passion for driving measurable business outcomes through data excellence, this is your chance to shape the future of a rapidly scaling, publicly traded company that is digitally transforming essential global industries.
About Samsara
Samsara (NYSE: IOT) leads the Connected Operations™ Cloud, empowering organizations reliant on physical operations to leverage IoT data for actionable insights and operational improvements. They are dedicated to enhancing the safety, efficiency, and sustainability of industries like agriculture, construction, field services, transportation, and manufacturing, which collectively represent over 40% of global GDP. As a recently public company, Samsara offers a dynamic environment where employees have the autonomy and support to make a significant impact.
About the Role
Samsara's go-to-market strategy is fueled by data. As the company scales globally, ensuring the quality, clarity, and accessibility of this data is paramount for rep productivity, forecast accuracy, customer experience, and revenue growth. This Director role will own and enhance the integrity, structure, and usability of Sales data across all systems. The ideal candidate will define standards, drive adoption, resolve data issues, and ensure the data environment accelerates revenue performance. This is a hands-on role requiring both strategic direction and direct execution.
This is a remote position open to candidates residing in the US. Relocation assistance will not be provided.
Key Responsibilities
Own the health and performance of GTM data systems:
- Enhance data accuracy, completeness, and reliability across Salesforce and related GTM systems.
- Identify root causes of data issues and implement sustainable solutions.
- Establish clear ownership models and enforcement mechanisms for critical data fields and processes.
Turn data governance into business impact:
- Define and track KPIs linking data quality to pipeline visibility, forecast accuracy, and sales productivity.
- Launch scorecards and reports that influence behavior change.
- Ensure GTM leaders have confidence in the data used for business operations.
Drive execution, not just strategy:
- Translate ambiguous business needs into clear system and process changes.
- Lead high-priority initiatives from problem definition through rollout and adoption.
- Directly contribute to workflow design, field structure definition, and system implementation partnerships.
Build scalable operating mechanisms:
- Create a prioritization framework for GTM data improvements.
- Implement intake and change management processes that balance speed with governance.
- Develop repeatable playbooks for launching new data requirements across regions and segments.
Partner across the business:
- Collaborate with Sales, Marketing, Finance, Systems, and Data Engineering teams to align on definitions and execution.
- Influence executive stakeholders with clear, data-backed recommendations.
- Ensure GTM data strategy supports long-term company growth.
Build and lead a high-performing team:
- Hire and develop a team with strong systems thinking and operational execution capabilities.
- Set high standards for ownership, speed, and measurable outcomes.
- Champion and role-model Samsara’s cultural principles.
What Success Looks Like in 12 Months
- Sales leadership reports significantly increased trust in pipeline and forecast data.
- Clear data ownership and accountability models are established across GTM.
- Critical revenue-impacting fields meet measurable accuracy and completeness targets.
- New GTM initiatives launch with clean, standardized data foundations.
- The organization views data as a competitive advantage, not a limitation.
Minimum Requirements
- 10+ years leading GTM, RevOps, or data transformation initiatives in a high-growth SaaS environment.
- Demonstrated ownership of large-scale, cross-functional initiatives with measurable business impact.
- Experience improving and scaling Salesforce (or equivalent CRM) data models in complex organizations.
- Strong ability to transition from strategy to implementation efficiently.
- Executive presence with the ability to influence and drive decisions.
- Bachelor’s degree or equivalent practical experience.
Compensation
Annual Base Salary Range: $141,960—$253,500 USD. Total compensation includes base salary, performance-based bonus/variable pay, and equity (for eligible roles). Pay is differentiated for top performers.
Benefits & Perks
- Flexible, employee-led remote model.
- Professional development stipend.
- Comprehensive health and parental leave plans.
- Above-market total compensation designed to fuel high-impact builders.