Our customers keep the world moving: building roads, delivering goods, and responding to emergencies. Every day brings high-stakes challenges, and Samsara’s AI-powered platform helps them work safer, smarter, and more sustainably.

The Account Development Representative (ADR) team is where it all begins. It’s the launchpad for future Account Executives and Sales leaders—a fast-paced, high-impact role where you sharpen your skills and help move the world forward.

We have two core missions: generate pipeline and develop talent. We invest heavily in both.

Industry-leading product, vast market, huge potential for impact

Our products are built for the real world. Powered by AI, our platform helps prevent accidents, streamline workflows, and save millions for our customers. Guided by customer feedback, we build what matters most to them—and it shows in our high satisfaction scores and third-party ratings. With a steady pace of innovation, Samsara leads our industry, giving our ADRs a huge opportunity to grow their careers and make a meaningful impact.

More than half of our pipeline starts with the ADR team. At a company that moves fast and aims high, this team plays a critical role. As an ADR, you’ll make outbound engagements daily and are often the first voice a customer hears. Our customers are busy, running construction sites, managing fleets, keeping essential operations moving. When they answer the phone, read your email or meet you at an event, that conversation should be impactful and tailored to their needs. With hundreds of calls and other interactions made each day, our reps offer a real-time pulse on the market. You’ll uncover what customers need, where industries are shifting, and how we can deliver more value.

How you grow as an ADR—and what’s next

We’ve built a structured path for development, starting with a strong foundation. In your first weeks, you’ll learn our value proposition, the industries and personas we serve, and how to successfully engage with them. With coaching and practice, you’ll apply those skills quickly. ADRs progress through three levels based on performance:

• ADR I: Handles inbound lead follow-up. A solid entry point into tech sales, with most reps spending about 6 months here.

• ADR II: Outbound prospecting starts here, in close partnership with an AE. Focused on learning how to generate pipeline.

• ADR III: Top-performing outbound reps preparing for the next step: AE, CSM, or ADR Manager.

Most reps spend 18-24 months in the ADR org before stepping into their next opportunity, often as an Account Executive or Team Lead. Many of our current leaders started here.

Success here means more than hitting quota (though that matters). You’ll be measured on meetings booked and sales opportunities generated, but also on the quality of the interactions you source, your ability to prioritize the right accounts, your resourcefulness and how well you collaborate cross-functionally. It’s about learning how to sell, thinking like a customer, and operating like a pro.

The people who thrive here put in the work. They’re driven to hit big goals and excited to learn how Samsara’s platform solves real challenges. Many go on to close major deals or lead high-performing teams. We move fast, and we win together.

Learn together, win together

Samsara’s EMEA ADR org is anchored by our European headquarters in London, where reps can learn and grow in person. The office is vibrant, collaborative, and designed for early-career sales professionals. You’ll get regular exposure to managers, mentors, and global leaders, who often visit our UK office.

London-based ADRs are expected to be in office two days a week, and that in-person time is a huge driver of growth. You’ll build new skills faster, learn the ins and outs of our products, and get hands-on feedback from managers who are here to help you succeed. For those based in France, Germany or the Netherlands, we have a remote first culture, but we try to get the team together in-person whenever possible. You will also have exposure to and work closely with the AEs in your region. 

Ready to hit the ground running?

This role moves fast. It’s challenging and high-energy, but it pushes you to grow in ways you never expected. So lean in. Learn from your team. Take every chance to improve. Put in the work, and a year from now, you’ll be amazed at how far you’ve come.

As a leader, the most rewarding part of my job is seeing that growth: celebrating promotions, hearing about deals closed by former ADRs, and watching reps step into leadership. This team is the foundation of Samsara’s sales future, and there’s never been a better time to join.

Ready to start? Explore open ADR roles at Samsara.