Deal Desk Analyst at Samsara in London, England, United Kingdom

Job description

• Samsara's Deal Desk team partners closely with our Sales organisation to drive market wins and achieve our revenue targets. As the Deal Desk Analyst supporting EMEA Mid-Market, you'll drive commercial outcomes for the region, applying deal economics and policy judgment to help Sales structure terms that win deals and protect Samsara's revenue. You'll work closely with Sales, Legal, and Finance leadership across the region, and you'll be the person Sales calls when a deal needs a fast, well-reasoned answer.
• 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 bring clarity to high-stakes conversations: You're comfortable telling a seller no and keeping them on your side — and just as ready to get on a live customer call when a deal needs a clear, confident voice in the room.
• You live at the intersection of sales and finance: You can look at a discount, a payment schedule and know exactly what it means for Samsara's revenue — and you want to be the one making that call, deal by deal.

Responsibilities

• Own deal economics for the EMEA Mid-Market portfolio and know when a deal sits within your approval authority versus when it needs to escalate
• Sign off on certain non-standard terms within your own financial parameters, backed by your own authority rather than a case-by-case Legal review
• Manage the EMEA Mid-Market deal desk end-to-end — hold Sales to policy on discount and payment terms, help shape the SLAs and triage rules that keep a high-volume pipeline moving using AI tools to drive efficiency
• Partner with Sales to solve for non-standard requests — while maintaining a partnership mindset
• Protect quarter-end metrics anchoring deals on annual terms early and applying your team's escalation framework consistently
• Own final approval for your segment, and coach Sales on the thresholds so they flag you before a deal needs you
• Partner with Legal, Sales and Customers directly when a deal needs Deal Desk's voice in the room
• Collaborate with Sales Enablement to keep Sales current on policies and thresholds — 1:1s, group sessions, refreshers, and onboarding for new starters
• 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

Requirements

• Experience in a comparable role within Deal Desk, Finance, Sales Ops or Revenue Operations
• Demonstrated ability to evaluate deal economics against company policy
• Advanced proficiency in Excel/Google Sheets (formulas, modelling) and experience with CRM systems (i.e., Salesforce) and quoting tools
• Proven experience owning a large, high-volume book independently with minimal oversight, and knowing when a deal needs to be escalated
• Experience operating in a high-volume queue with frequent, direct pushback from Sales, while maintaining a partnership mindset
• Proficient with AI tools (e.g., internal deal-desk AI assistants, CRM copilots) for research, drafting, and speedy deal reviews
• Strong communication skills, resilience, and a problem-solving mindset — comfortable being the voice of finance on a live Sales or customer call, and steady under a high volume of pushback
• This is a hybrid position open to candidates based in the United Kingdom with regular travel (1x/week) to our London office (1 Alie St, London E1 8DE). Relocation assistance will not be provided for this role
• Has direct, first-hand experience defending a commercial position live with a customer or seller, not just reviewing tickets
• Has experience operating in a small, fast-paced, high-ownership environment, and is comfortable being the sole owner of a function end-to-end
• Is self-motivated, intellectually curious, and commercially minded
• Builds real partnerships across Sales, Legal, Sales Ops, Credit/Order Management
• Has an appetite for enablement — comfortable training and upskilling a Sales team on policy and deal structuring, not just gatekeeping it
• Is comfortable with financial modelling in spreadsheets/CPQ (cash-flow payback, gross margin, blended discount, payment-term impact) and picks up new systems quickly
• Proactively identifies and helps resolve internal process or systems friction (e.g., issues with GTM Systems tooling), partnering with the Implementation team to fix it

Skills

Required

• Strong communication skills
• Resilience
• Problem-solving mindset

Preferred

• Picks up new systems quickly
• Self-motivated
• Intellectually curious
• Commercially minded

Benefits

• 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.
• 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.