Director, GTM Data Governance & Strategy

About the role

Samsara’s go-to-market engine runs on data. As we scale globally, the quality, clarity, and accessibility of that data directly impacts rep productivity, forecast accuracy, customer experience, and revenue growth.

We are hiring a Director, GTM Data Governance & Strategy to own and improve the integrity, structure, and usability of Sales data across systems. This leader will not only define standards — they will drive adoption, fix what’s broken, and ensure our data environment accelerates revenue performance.

This is a high-ownership role for someone who is equally comfortable setting direction and diving into execution. When needed, you will personally step in to unblock initiatives, drive cross-functional decisions, and move work from ambiguity to shipped solutions.

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

In this role, you will

Own the health and performance of GTM data systems

• Improve data accuracy, completeness, and reliability across Salesforce and adjacent GTM systems
• Identify root causes of data breakdowns and implement durable fixes
• Establish clear ownership models and enforcement mechanisms for critical fields and processes

Turn data governance into business impact

• Define and track KPIs that connect data quality to pipeline visibility, forecast accuracy, and sales productivity
• Launch scorecards and reporting that drive behavior change, not just dashboards
• Ensure GTM leaders trust the data used to run the business

Drive execution, not just strategy

• Translate ambiguous business needs into clear system and process changes
• Personally lead high-priority initiatives from problem definition through rollout and adoption
• When necessary, roll up your sleeves to design workflows, define field structures, and partner directly with systems teams on implementation

Build scalable operating mechanisms

• Create a prioritization framework for GTM data improvements
• Implement intake and change management processes that balance speed and governance
• Develop repeatable playbooks for launching new data requirements across regions and segments

Partner across the business

• Work closely with Sales, Marketing, Finance, Systems, and Data Engineering to align on definitions and execution
• Influence executive stakeholders with clarity and data-backed recommendations
• Ensure GTM data strategy supports long-term company scale

Build and lead a high-performing team

• Hire and develop a team that combines systems thinking with operational execution
• Set a high bar for ownership, speed, and measurable outcomes
• 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.

What Success Looks Like in 12 Months

• Sales leadership reports materially higher trust in pipeline and forecast data
• Clear data ownership and accountability models are in place across GTM
• Critical revenue-impacting fields have measurable accuracy and completeness targets
• New GTM initiatives launch with clean, standardized data foundations
• The organization sees data not as a constraint, but as a competitive advantage

Minimum requirements for the role

• 10+ years leading GTM, RevOps, or data transformation initiatives in a high-growth SaaS environment
• Demonstrated ownership of large-scale cross-functional initiatives that delivered measurable business impact
• Experience improving and scaling Salesforce (or equivalent CRM) data models in complex organizations
• Strong ability to move from strategy to implementation without losing momentum
• Executive presence with the ability to influence and drive decisions
• Bachelor’s degree or equivalent practical experience

The range of annual base salary for full-time employees for this position is below. Please note that base pay offered may vary depending on factors including your city of residence, job-related knowledge, skills, and experience. Learn more about our total rewards and benefits below.

Annual Base Salary$141,960—$253,500 USD

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 one 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 on-site, 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

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Fraudulent Employment Offers

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