The Psychology of Sales: the lessons I learned moving from ADR to AE

When I began looking for a new role in sales, I knew exactly what I was looking for. I wanted to join a company with a growth mindset, strong learning culture, and space to build a long-term career. I also knew that I wanted to move into software sales, because everyone I spoke to who worked in that area seemed genuinely happy that they had made the move.

I hold degrees in both Business Administration and Psychology. While I spent several years working in a clinical context throughout my studies, I knew by the time I graduated that I wanted to apply my knowledge in sales. Samsara appeared at exactly the right moment for me. 

Starting my journey with Samsara

There was also something deeply personal about the industries Samsara serves. During university, I had a temporary job delivering parcels for a large logistics company. I know from my own experience how challenging the job can be. That gave me enough of an insight to understand that this wasn’t just a sales job but a career with purpose. 

I joined Samsara in February 2024 as an Account Development Representative (ADR). It’s a great way to learn the business, and it was the perfect start for me. You spend your day finding companies, making calls, opening doors, and booking meetings. You are the first voice a potential customer hears.

Crucially, being an ADR gives you time to learn about Samsara’s products and understand the problems our customers face across different industries. You learn how to translate issues into real solutions. Thanks to great leadership and support, I was able to learn fast and was promoted to ADR Team Lead within six months. This foundation allowed me to continue my development and transition into an Account Executive (AE) role in February 2025.

Moving into the AE role

As an AE, you take ownership of the full sales cycle – outbounding, discovery, demos, trials, negotiation, and closing. Even after the contract is signed, you continue to support your customers as they adopt the platform across their operations. Everything I do now as an AE is built on what I learnt in my first year.

What’s more, I absolutely love the responsibility that comes with the role. It means I can shape the whole sales experience end-to-end, and it allows me to build real relationships with the fleets I work with. That is what makes the job meaningful for me.

Today, I work with mid-market fleets across Germany, Austria, and Switzerland (DACH). That includes everything from passenger transit and transportation to warehousing, food services and last-mile deliveries, with fleet sizes usually ranging from around 20 to 200 vehicles.

Solving real-world problems 

One of the biggest deals I worked on recently involved a parcel delivery company. They needed to address issues around safety, compliance, drivers’ hours, efficiency, and back-office reporting. Thanks to our Connected Operations® Platform, we managed to realise significant savings across their entire fleet. 

For passenger transit companies, one of the biggest issues they face is dealing with customer complaints, such as claims that a bus did not stop or didn’t keep to the timetable. Before Samsara, these checks could take a long time. Now they can verify everything in minutes, which improves customer service and reduces the admin burden. 

Fuel efficiency is another area where our platform is having a real impact. Idling reports regularly uncover surprising behaviour, such as when a driver leaves their bus running when they nip out to get a coffee. To address that, we created an alert that reminds drivers to turn off the engine when it’s not needed. It’s such a simple solution, but it works! 

It is rewarding to work with the industries that keep the world moving, and I keep this mission at the heart of my daily work. Without these fleets, nothing gets done. For me, the greatest satisfaction comes from helping customers get more value from the platform. What may seem like small improvements can transform into major outcomes. It feels great to be part of that journey as we help them become safer, more efficient, and more sustainable. 

My advice to anyone considering applying for a job at Samsara is: go for it! If you perform well, you will be rewarded. The path to promotion is transparent. You know exactly what you need to achieve, and you have the support to get there. The culture is positive, flexible and focused on growth. For me, it has been the best possible place to start a sales career.