Director, Field Onboarding

About the role:

This Director, Field Onboarding will lead and scale Samsara’s onboarding and ramping programs for our Sales, Customer Success, and Renewals teams. This high-impact role will be instrumental in accelerating time to productivity, ensuring every new hire has the knowledge, skills, and confidence they need to deliver exceptional results.

The ideal candidate will serve as a strategic partner to GTM leadership, Enablement, RevOps, and cross-functional stakeholders to define, operationalize, and continuously improve our onboarding and ramping programs. This is a highly visible role that requires a strong bias for action, program management excellence, and a proven track record of leading teams and programs in a fast-paced environment.

This is a remote position open to candidates residing in the US. Relocation assistance will not be provided for this role.

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, and most importantly, ensure workers return home safely.
• You have an innate curiosity about how businesses work: One day you’ll meet with someone in waste management and the next you may be learning about the inner workings of a food distribution center. Our top sales team members seek to learn the ins and outs of the businesses they support in order to make a larger impact. 
• You build genuine relationships with your customers: The industries we serve have relied on pen-and-paper solutions for years and haven’t been met with the type of technology we offer. Our customers value earned trust and human relationships built over time.
• You want to be with the best: Samsara’s high-performance culture means you’ll be surrounded by the best and challenged to go farther than you have before. 
• You are a team player: At Samsara, sales is a team sport. We help each other out by sharing best practices and focusing on winning as a team.

In this role, you will:

• Lead and scale onboarding programs for Sales, Customer Success, and Renewals to drive accelerated ramp and improve performance outcomes.
• Partner closely with Sales, RevOps, Product Marketing, and Enablement to align programs with business goals.
• Define and operationalize a global onboarding and ramping strategy, including standardizing curriculum, processes, and tools for repeatability and scale.
• Track and report on key program KPIs such as ramp time, attainment during ramp, onboarding completion, and engagement metrics.
• Identify and mitigate program risks, proactively addressing roadblocks to execution.
• Establish a center of excellence for onboarding, bringing a continuous improvement mindset to all processes and programs
• 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:

• Bachelor’s degree from an accredited university
• 2–3 years of people leadership experience
• 6–8 years of enablement experience in a fast-paced SaaS environment
• Direct sales experience with a strong understanding of GTM motions
• Demonstrated organizational leadership skills, including clear communication, the ability to influence without authority, and to foster collaborative environments
• Strong communication skills, including written documentation, presentation design, and meeting management
• Proven ability to manage complex, cross-functional programs end-to-end
• Strong business acumen and understanding of sales onboarding best practices

An ideal candidate also has:

• Experience scaling onboarding programs for multiple GTM functions (Sales, CS, Renewals) at a high-growth B2B SaaS company.
• Proficiency with enablement and learning platforms (e.g., Highspot, Lessonly, WorkRamp, Mindtickle) and tools like Salesforce and Google Workspace.
• Experience in program measurement and data-driven decision making.
• Certifications or training in adult learning, instructional design, or program management