Pricing and Revenue Planner

Who we are

Samsara (NYSE: IOT) is the pioneer of the Connected Operations™ Cloud, which is a platform that enables organizations that depend on physical operations to harness Internet of Things (IoT) data to develop actionable insights and improve their operations. At Samsara, we are helping improve the safety, efficiency and sustainability of the physical operations that power our global economy. Representing more than 40% of global GDP, these industries are the infrastructure of our planet, including agriculture, construction, field services, transportation, and manufacturing — and we are excited to help digitally transform their operations at scale.

Working at Samsara means you’ll help define the future of physical operations and be on a team that’s shaping an exciting array of product solutions, including Video-Based Safety, Vehicle Telematics, Apps and Driver Workflows, and Equipment Monitoring. As part of a recently public company, you’ll have the autonomy and support to make an impact as we build for the long term.

About the role:

Samsara is seeking a Pricing & Revenue Planner to support our growing Worldwide Planning team in the Operations org. In this role you will partner with Sales, Sales Operations, Finance, Product, R&D, and other revenue impacting teams to shape our pricing and customer willingness to pay outlook and track our revenue pacing vs. expectations. You will work with cross-functional teams to identify deal-related impacts, deliver market insights on customer trends, evaluate key discounting assumptions, and provide subject matter expertise to executive stakeholders and the rest of the Planning team. You will also manage CFO-level reporting on key company metrics including variable cost, product mix, and hardware-related dynamics impacting company profitability. Ideal candidates should be curious learners with experience in SaaS pricing analytics and benchmarking, be able to drive new processes and tools, and be comfortable translating large amounts of data into actionable insights.  

This is a remote position open to candidates residing in Canada, Mexico, and the US except SF Bay Metros (CA), NYC Metro (NY), & Washington DC Metro. 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, reduce emissions, and most importantly, ensure workers return home safely.
• You are the architect of your own career: If you put in the work, this role won’t be your last at Samsara. We set up our employees for success and have built a culture that encourages rapid career development, countless opportunities to experiment and master your craft in a hyper growth environment.
• You’re energized by our opportunity: The vision we have to digitize large sectors of the global economy requires your full focus and best efforts to bring forth creative, ambitious ideas for our customers.
• You want to be with the best: At Samsara, we win together, celebrate together and support each other. You will be surrounded by a high-calibre team that will encourage you to do your best.

Click here to learn about what we value at Samsara. 

In this role, you will: 

• Manage pricing analytics, forecasting average sales prices and discounting levels by product group, geography, and sales segment to provide a bridge between unit forecasts and revenue targets.
• Generate and own financial cost reporting metrics such as hardware cash flow, projected spend, warranty expense, and excess & obsolescence risk in partnership with finance and accounting teams.
• Synthesize data into actionable narratives and present findings to senior leadership across Operations, Finance, Sales, and Product.
• Analyze customer and sales trends within product families, identifying areas of opportunity to drive revenue and margin improvement.
• Use technical expertise to efficiently gather new data, automate data processing, and implement tools and best practices for data management. 
• Provide access to data & KPIs to rest of planning team using reports and dashboards, implementing business intelligence tools (e.g. Tableau, Looker) for data visualization and analytics. 
• Establish a deep understanding of Samsara’s business, products, and company priorities to assist Demand Planners with insights on new programs / features, sales pacing, and conversion rates. Drive improvements to the forecasting process by developing rigorous analyses using historical data and in-depth knowledge of the business, changing the forecast model to meet business needs as required.
• Identify key insights/trends driving company hardware cost; share findings with key stakeholders to identify areas of continued improvement to company growth and profitability.
• 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.

Minimum requirements for the role:

• Degree in a relevant analytical field (e.g. finance / economics / mathematics / computer science / data science).
• 8+ years (or 6+ with Masters) of combined experience in finance, consulting,  supply chain planning, demand planning, business planning, &/or data analytics.
• Proficiency with applied SQL/data querying languages, BI/visualization tools (e.g. Looker, Tableau, PowerBI), Excel/Google Sheets, R, Python, or other analysis tools.
• Excellent analytical skills with the ability to identify key drivers of topline and cost variances, and to clearly lay out assumptions, risks, and opportunities.
• Strong communication skills, including the ability to quickly synthesize information in a digestible format for a wide variety of stakeholders.
• Demonstrated ability to structure problems, focus on detail and accuracy, and ability to respond creatively with flexibility to issues.
• Ability to define best practices for data collection processes, translate data into insights, and drive impact.
• History of collaboration across technical & non-technical teams with strong relationship building skills.
• Proven strategic business thinker who keeps the desired outcome in mind while driving results.
• Ability to adapt to changing business needs.

An ideal candidate also has:

• Prior experience using NetSuite, Salesforce, and e2open.
• Industry experience in SaaS-based technology companies.
• Experience with financial planning & analysis (FP&A), supply chain finance, or financial reporting.