Manager, Trial Success

Samsara

. Lead and develop a team of 6+ Trial Success Managers running customized trial plans for Enterprise prospects .

Posted 11/12/2026full-timeRemote • United StatesSeniorLead💰 $115,727 - $175,050 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading and developing high-performing teams, managing trial processes, and driving trial conversion metrics. Proficient in project management, communication strategy, and stakeholder engagement within Enterprise SaaS environments.

Highest-signal resume keywords

Team LeadershipTrial ManagementProject ManagementCommunication StrategyPerformance Measurement

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Trial ConversionData MetricsRisk ManagementQuantitative AnalysisPresentation SkillsSaaS ExperienceChange ManagementClient-Facing ExperienceTeam DevelopmentTrial Methodology

Soft Skills

CoachingFeedbackInfluencingEngagement ManagementConflict Resolution

Tools & Technologies

CRM ToolsProject Management ToolsAI-Enabled Workflows

Certifications & Qualifications

PMP Certification

Industry Keywords

Enterprise ClientsSaaSProof-of-ConceptProof-of-ValueFortune 500

Tech Stack

Tools & technologies

PMP

About the role

Key responsibilities & impact

Lead and develop a team of 6+ Trial Success Managers running customized trial plans for Enterprise prospects
Own trial conversion, trial quality, and TSM growth and retention
Partner with Sales, Sales Engineering, Business Value Strategy, Product, and Customer Success leaders to drive deal progress and consistent trial experiences
Shadow high-stakes trials, train new hires, and serve as an escalation point for strategic deals
Hire and onboard TSMs, including structured interviews and 30/60/90-day ramp plans
Conduct weekly 1:1s, review trial work and customer calls, and provide coaching and feedback
Set goals, manage performance reviews, and address underperformance with improvement plans
Create development plans, stretch assignments, and succession pipelines
Participate in calibration, promotion, and compensation cycles
Foster an inclusive, high-trust team and manage engagement, workload, coverage, time off, and sensitive employee matters
Set team KPIs and operating rhythms, including pipeline reviews, trial health reviews, and weekly close
Assign and rebalance TSM coverage by account priority, segment, and capacity
Review trial plans, success criteria, and mutual action plans in Accord
Inspect trial health, flag risks, and lead account team strategy sessions
Report trial conversion, cycle time, and team health metrics to senior leadership
Own and evolve trial methodology, job aids, communication templates, and playbooks
Drive adoption of tools and AI-enabled workflows
Capture customer and field feedback for Product and Enablement
Represent the team in executive trial reviews and customer-facing escalations
Champion Samsara's cultural principles

Requirements

What you’ll need

10+ years of experience in a client-facing role working with Enterprise clients; SaaS or technology experience preferred
3+ years of experience directly managing people
Bachelor's degree required
Proven ability to hire, coach, develop, and retain high-performing client-facing teams
Strong project management and change management experience
Expertise in communication strategy, risk management, and executive stakeholder management
Ability to set goals and measure performance with data and metrics including conversion, cycle time, and pipeline
Experience influencing cross-functional leaders without direct authority
Exceptional written and verbal communication
Strong quantitative and presentation skills
Technical aptitude with CRM and project management tools
Comfort in an unstructured, fast-paced, change-heavy environment
Experience managing or scaling a trial, proof-of-concept, or proof-of-value function in software or hardware preferred
Sales experience closing business with large Enterprise organizations preferred
Experience supporting large-scale business solutions at Fortune 500 companies preferred
Experience building team processes, playbooks, and standards from scratch preferred
PMP certification is a plus

Benefits

Comp & perks

Performance-based bonus/variable pay
Equity for eligible roles
Flexible, employee-led remote model
Professional development stipend
Comprehensive health plans
Parental leave plans
Flexible working model
Remote work support
In-person office option
Reasonable accommodations throughout the recruiting process