Director, Pricing Strategy


  • Full Time

Who we are

Samsara (NYSE: IOT) is the pioneer of the Connected Operations Cloud, which helps to digitize the world of physical operations, providing visibility and empowering entire sectors of our economy to become more safe, efficient, and sustainable. Founded in San Francisco in 2015, we now employ more than 2,000 people globally and collect more than 40 billion minutes of video footage and 5 trillion data points annually.

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, equipment monitoring, and site visibility. As part of a newly public company, you’ll have the autonomy and support to make an impact as we build for the long term. 

Recent awards we’ve won include: 

Best Place to Work by Built In 2022

Deloitte Fast 500 Companies

IoT Analytics Company of the Year in 2022’s IoT Breakthrough Winners

Every year, we partner with our customers to deliver outcomes like conserving millions of gallons of fuel, saving millions of dollars, and creating positive environmental change. As more customers connect to our platform, our data grows, our AI models get smarter, and our opportunities expand.

About the role:

The Director of Pricing Strategy is a critical leadership role in Samsara’s Pricing & Product Strategy function. This function reports to the CPO and is responsible for delivering the pricing strategies & market insights used to build industry leading-products that win in the market. As the Director of Pricing Strategy, you will work closely with the Product, Finance, Marketing, and Sales teams to develop and deliver the frameworks and programs necessary to support Pricing strategy and execution. Your impact will be highly visible and contribute directly to Samsara’s success in the market and overall business performance.

In this role, you will: 

  • In partnership with Product, Marketing, and Sales, lead R&D’s efforts to develop a pricing and packaging strategy that will win in the market
  • Analyze and understand the impacts of pricing & packaging adjustments and collaborate cross-functionally to recommend strategy adjustments
  • Deeply understand Samsara’s products and competitive positioning in the market
  • Plan and conduct quantitative and qualitative research to strengthen factbase in support of long-term Pricing strategy
  • Define Samsara’s Pricing strategy roadmap for all products and align the organization to deliver
  • Work with Samsara’s Product Leadership to inform prioritization of product roadmaps based on sales, market, and customer insights
  • Share insights and reports that will support quarterly and annual R&D planning processes
  • Proactively identify new opportunities for monetization and syndicate with Product teams to develop market-winning solutions
  • 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
  • Hire, develop and lead an inclusive, engaged, and high performing team

Minimum requirements for the role:

  • 10 years of experience in software Pricing & Strategy
  • Experience working in a B2B / Enterprise SaaS business at scale ($1Bn+ revenue)
  • A track record of of driving strategic programs across an organization
  • Strong written and verbal communication skills; comfort addressing and influencing an Executive audience
  • Technical acumen to grasp technical concepts and successfully engage with product & engineering teams
  • Data-driven storytelling with an ability to synthesize data into actionable insights for the business
  • Experience working directly with Enterprise customers
  • Experience hiring, developing, and leading people as a direct manager

An ideal candidate also has:

  • Experience building and managing a Pricing function in the Enterprise / B2B SaaS Industry
  • Advanced and/or quantitative degree (e.g., MBA or similar) from a top university
  • Product or Engineering experience
  • Hands on experience using SQL or similar programming language used for data manipulation and computational statistics
Samsara’s Compensation Philosophy: Samsara’s compensation program is designed to deliver total compensation (based on role, level, and geography) that is above market. We do this through our base salary + bonus/variable + restricted stock units (RSUs). RSUs are awarded at hire and may be refreshed annually. Additionally, as a pay-for-performance company, there are additional RSU grant awards for top performers which allow employees to achieve higher market positioning.
The range of annual base salary for full-time employees for this position is below. Please note that base pay offered may vary depending on factors including your city of residence, job-related knowledge, skills, and experience.
$136,448$213,200 USD

At Samsara, we welcome everyone regardless of their background, race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, etc. We depend on the unique approaches of our team members to help us solve complex problems. We are committed to increasing diversity across our team and ensuring that Samsara is a place where people from all backgrounds can make an impact.


Samsara is an inclusive work environment, and we are committed to ensuring equal opportunity in employment for qualified persons with disabilities. Please email or click here if you require any reasonable accommodations throughout the recruiting process.

US Only: Please note that Samsara’s COVID-19 vaccination policy requires all team members who will be meeting in person for business or working from one of our offices to be fully vaccinated against COVID-19 or submit regular testing. People who cannot be vaccinated for qualifying medical conditions, sincerely held religious beliefs, and other legally protected categories, may request an accommodation.


Full time employees receive an above market total compensation package along with employee-led remote and flexible working, health benefits, Samsara for Good charity fund, and much, much more. Take a look at our Benefits site to learn more.

Flexible Working 

At Samsara, we have adopted a flexible way of working, enabling teams and individuals to do their best work, regardless of where they’re based. We value in-person collaboration and know a change of scenery and quiet space to work is welcomed from time to time, but also appreciate that the world of work has changed. Our offices remain open for those who prefer to collaborate or work in-office, but we also encourage fully remote applicants. As most roles are not required to be in the office, we are able to hire remotely where Samsara has an established presence. If a role is required to be in a certain location and candidates do not have work authorization for that location, Samsara will conduct an immigration assessment. If the role is not required to be in a specific location, Samsara will move forward with the remote location that works best for the business. All offers of employment are contingent upon an individual’s ability to secure and maintain the legal right to work at the company. 


Please note: Samsara does not accept agency resumes and is not responsible for any fees related to unsolicited resumes. Please do not forward resumes to Samsara employees.

Job Overview