The journey to growing a powerhouse Sales Development organization comes with many learning opportunities. Nick Rathjen has been there, and has the experience. Join in as he shares his top 3 major learnings from his own journey.

1. The Connected Operations Cloud
LEARNINGS FROM SCALING A
Sales Development Organization
from $10M to $500M in ARR
Nick Rathjen
Vice President of Account Development

2. 1
©
Samsara
Inc.
Confidential.
About Me
CAREER JOURNEY
➔ Chose Samsara for founders, funding,
product & who you report to & upward
mobility
➔ Passion for sales development leadership

3. 2
©
Samsara
Inc.
Confidential.

4. 3
©
Samsara
Inc.
Confidential.
2021
Initial Public Offering
NYSE: IOT
Ranked #2
America's Fastest Growing Company
Ranked Top 20
Forbes Cloud 100

5. Building a Team

6. 5
©
Samsara
Inc.
Confidential.
Hiring for Talent
& Culture Adds
➔ Don’t settle
➔ Focus on key characteristics
➔ Run a feedback loop

7. Building Process

8. STARTUP PHASE
Outbound outreach to
everyone and anyone
HYPER GROWTH
Account segmentation
and territory development
for a growing team
MATURITY
Performance optimization
and growth of market
share
Simple & flexible processes that drive impact

9. Standards
Drive Excellence

10. 9
©
Samsara
Inc.
Confidential.
The Recipe
for Success
01 – Performance culture
02 – Explicit expectations
03 – Explain the ‘why’

11. Additional Closing Thoughts

12. 11
©
Samsara
Inc.
Confidential.
Closing Thoughts
01 –
Develop your
own leadership
style
02 –
Catch issues
on horizon vs.
doorstep
03 –
Critical
relationships
with stakeholders
04 –
Prioritization
of initiatives

13. Build a safer,
more efficient, and
sustainable world
samsara.com/careers