Enterprise Renewals Account Executive

About this Role: 

Renewals are the core of a SaaS company's revenue stream. The Enterprise Renewal Account Executive position will focus on the achievement of renewal targets for Samsara’s Enterprise Core accounts. This role is responsible for ensuring their customers are set up for success while maximizing the financial results for Samsara. For each deal, this means minimizing financial attrition, locking in the most favorable terms, identifying growth opportunities, and passing findings and insights back to the business. 

Outside of required in-person meetings and company events, this is a remote position with the option to work in-office at their own discretion assuming reasonable commuting time and proximity. Relocation assistance will not be provided for this role.

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 are the architect of your own career: If you put in the work, this role won’t be your last at Samsara. We set up our employees for success and have built a culture that encourages rapid career development, countless opportunities to experiment and master your craft in a hyper growth environment.
• You’re energized by our opportunity: The vision we have to digitize large sectors of the global economy requires your full focus and best efforts to bring forth creative, ambitious ideas for our customers.
• You want to be with the best: At Samsara, we win together, celebrate together and support each other. You will be surrounded by a high-caliber team that will encourage you to do your best.
• Negotiate and execute 30-45 Enterprise renewal agreements a quarter within the Core Segment, primarily focused on ~$150K ACV and below, using sound business judgment and a customer-first approach.
• Develop and deliver win/win renewal strategies that protect contract value, sustain long-term partnerships, and reinforce commercial consistency across parent and subsidiary relationships.
• Operate with strong account-team discipline by aligning with the broader account team (AE, CS) before any external customer outreach, ensuring a unified customer strategy and avoiding redundant or conflicting engagement.
• Conduct thorough account and buyer research prior to engagement, including decision-maker mapping, open opportunity review, parent-child account context, and renewal history.
• Coordinate renewal motion across account hierarchy, ensuring commercial continuity for subsidiaries/child accounts tied to larger Enterprise relationships.
• Work proactively ahead of renewal timelines and maintain accurate pipeline visibility and forecasting aligned to internal expectations.
• Monitor customer health signals (utilization, sentiment, adoption, delinquency where applicable) to identify emerging risks and engage the appropriate internal stakeholders early.
• Partner cross-functionally with Sales Ops, Deal Desk, Finance, Legal, and CS to resolve renewal blockers and ensure timely finalization of order forms and executables.
• Identify and surface expansion signals within the renewal cycle, routing opportunities to appropriate owners while maintaining a renewals-first execution mindset.
• Track and maintain accurate renewal data in Samsara systems, ensuring exceptional hygiene across account details, renewal timelines, pricing context, and stakeholder notes.
• Act as a Renewals brand ambassador internally, modeling operational excellence, strong communication, and a customer-centric posture.
• Champion 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.

• Drive Commercial Execution: Negotiate and execute 30-45 Enterprise renewal agreements per quarter within the Core Segment (primarily ~$150K ACV and below), utilizing sound business judgment to lock in favorable terms and minimize financial attrition.
• Strategize for Retention: Develop and deliver win/win renewal strategies that protect contract value, sustain long-term partnerships, and reinforce commercial consistency across complex parent and subsidiary relationships.
• Orchestrate the Account Team: Operate with strong discipline by aligning with the broader account team (Account Executives, Customer Success) before external outreach to ensure a unified customer strategy.
• Analyze & Forecast: Work proactively ahead of renewal timelines to maintain accurate pipeline visibility and forecasting. You will conduct thorough research—including decision-maker mapping and renewal history—prior to engagement.
• Mitigate Risk: Monitor customer health signals (utilization, sentiment, adoption, and delinquency) to identify emerging churn risks and engage internal stakeholders early to resolve blockers.
• Identify Growth: Detect expansion signals within the renewal cycle and route opportunities to the appropriate owners while maintaining a renewals-first execution mindset.
• Collaborate Cross-Functionally: Partner with Sales Ops, Deal Desk, Finance, Legal, and CS to resolve renewal blockers and ensure timely finalization of order forms.
• Champion Data Integrity: Track and maintain accurate renewal data in Samsara systems, ensuring exceptional hygiene across account details, pricing context, and stakeholder notes.

Minimum requirements for the role:  

• 5+ years of closing sales experience, ideally working with mid-sized businesses in a high transaction environmen
• Ability to work cross functionally with different parts of the organization to find solutions 
• A track record of consistent quota over-achievement
• Comfort with a rapidly changing, high growth environment
• Empathy for customers and team members
• Highly organized
• Strong communication and presentation skills
• Familiarity with Salesforce