Deal Desk Analyst
Company: Samsara
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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 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 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 with minimal oversight, and knowing when a deal needs to be escalated
- Experience operating in a high-volume queue with frequent, direct pushback from Sales, while maintaining a partnership mindset
- Proficient with AI tools (e.g., internal deal-desk AI assistants, CRM copilots) for research, drafting, and speedy deal reviews
- Strong communication skills, resilience, and a problem-solving mindset — comfortable being the voice of finance on a live Sales or customer call, and steady under a high volume of pushback
- This is a remote first position open to candidates based in the United Kingdom with travel to our London office (1 Alie St, London E1 8DE) as needed. Relocation assistance will not be provided for this role
An ideal candidate also:
- Has direct, first-hand experience defending a commercial position live with a customer or seller, not just reviewing tickets
- Has experience operating in a small, fast-paced, high-ownership environment, and is comfortable being the sole owner of a function end-to-end
- Is self-motivated, intellectually curious, and commercially minded
- Builds real partnerships across Sales, Legal, Sales Ops, Credit/Order Management
- Has an appetite for enablement — comfortable training and upskilling a Sales team on policy and deal structuring, not just gatekeeping it
- Is comfortable with financial modelling in spreadsheets/CPQ (cash-flow payback, gross margin, blended discount, payment-term impact) and picks up new systems quickly
- Proactively identifies and helps resolve internal process or systems friction (e.g., issues with GTM Systems tooling), partnering with the Implementation team to fix it
#LI-Hybrid
Total Rewards
At Samsara, we build for the people who keep the global economy moving. We want owners, not passengers, which is why our rewards are designed to fuel high-impact builders. Our compensation program delivers above-market total compensation through a combination of base salary, performance-based bonus/variable pay, and equity (for eligible roles) in a high-growth public company. We meaningfully differentiate pay for our top performers, who have the opportunity to earn above-market compensation that can outpace the broader market over time.
Beyond compensation, we provide the foundations that enable long-term success: a flexible, employee-led remote model, a professional development stipend, comprehensive health and parental leave plans, and more. If you’re ready to build for the long term and own the outcome, your journey starts here.
Flexible Working
At Samsara, we embrace a flexible working model that caters to the diverse needs of our teams. Our offices are open for those who prefer to work in-person and we also support remote work where it aligns with our operational requirements. For certain positions, being close to of our offices or within a specific geographic area is important to facilitate collaboration, access to resources, or alignment with our service regions. In these cases, the job description will clearly indicate any working location requirements. Our goal is to ensure that all members of our team can contribute effectively, whether they are working, in a hybrid model, or fully remotely. All offers of employment are contingent upon an individual’s ability to secure and maintain the legal right to work at the company and in the specified work location, if applicable.
Belonging at Samsara
At Samsara, we welcome everyone regardless of their background. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender, gender identity, sexual orientation, protected veteran status, disability, age, and other characteristics protected by law. We depend on the unique approaches of our team members to help us solve complex problems and want to ensure that Samsara is a place where people from all backgrounds can make an impact.
Accommodations
Samsara is an inclusive work environment, and we are committed to ensuring equal opportunity in employment for qualified persons with disabilities. Please email accessibleinterviewing@samsara.com or click here if you require any reasonable accommodations throughout the recruiting process.
Our Commitment to Authenticity
We use Tofu, a fraud detection tool, to validate the authenticity of applications and protect against identity fraud. This ensures we are connecting with real people and allows us to prioritize genuine candidates. Please see Samsara’s Candidate Privacy Notice for more information.
Fraudulent Employment Offers
Samsara is aware of scams involving fake job interviews and offers. Please know we do not charge fees to applicants at any stage of the hiring process. Official communication about your application will come from emails ending in @samsara.com, @us-greenhouse-mail.io or @mail3.guide.co. For more information regarding fraudulent employment offers, please visit our blog post here.
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