The Role We’re looking for a Sales Development Manager to lead and scale ThoughtSpot’s SDR team across the US. This role is central to our go-to-market engine, responsible for driving pipeline through a mix of inbound, outbound, and product-led motions.
You’ll define how modern SDR teams operate — leveraging AI, automation, and data to engage buyers more effectively and build a high-performing, scalable pipeline engine. You’ll partner closely with Sales, Marketing, Product, and RevOps to align strategy, optimize performance, and deliver consistent results.
What You’ll Do:
- Hire, coach, and lead a high-performing SDR team to exceed pipeline targets
- Own pipeline generation strategy across inbound, outbound, and product-led channels
- Leverage AI, automation, and data to scale personalized engagement and improve efficiency
- Drive strong inbound conversion through speed, quality, and effective qualification
- Partner cross-functionally to align on account strategy, campaigns, and pipeline goals
- Track performance metrics, optimize conversion rates, and improve pipeline quality
- Implement tools, processes, and playbooks to support scale and consistency
What You Bring:
- Experience managing SDR/BDR teams in a SaaS environment
- Track record of driving pipeline across multiple channels
- Strong understanding of modern sales development (ABM, inbound, product-led)
- Experience using AI, automation, and data to improve performance
- Proven coaching, leadership, and cross-functional collaboration skills
- Data-driven, adaptable, and comfortable in fast-paced environments
Preferred:
- Experience in data, analytics, or BI-related SaaS
- Familiarity with Salesforce, LinkedIn Sales Navigator, and sales engagement tools
- Exposure to AI tools (e.g., ChatGPT) in a sales or workflow context
The estimated annual base salary range for this role is $80k - $95k per year. Actual compensation may vary and will be determined based on permissible, non-discriminatory factors such as skills, qualifications, experience, and location of the selected candidate.
Additional benefits for this role may include: equity, company bonus or sales commissions/bonuses; 401(k) plan; medical, dental, and vision benefits.
- #LI-Hybrid
- #LI-BN1
**Mandatory and Required Skills for All ThoughtSpot Roles **
Spotters are expected to demonstrate AI literacy and workflow integration to include to ability to:
- Comfortably and confidently integrate artificial intelligence into their daily workflow to increase productivity and quality.
- Hands-on experience to leverage AI tools (industry-leading LLMs) to increase productivity, automate routine tasks, and improve work quality.
- Speak to the experience of using AI for research, content creation, and document summarization while maintaining ownership of judgment and final decisions.
- Write effective prompts to get the most accurate and creative results from AI tools.
Spotters are expected to exemplify these key traits and AI Mindset:
- Curiosity in exploring new AI tools
- Adaptability to quickly learn and implement new, emerging AI technologies
- Critical thinking to know when to identify when AI should be used versus when human judgement is necessary
This combination of curiosity, adaptability, and discernment defines the AI mindset, and it’s required for every role at ThoughtSpot.
AI Mindset for All Spotters
At ThoughtSpot, we believe AI is a necessary and essential part of how we work. Every role, across every team, is expected to be fluent and comfortable with using AI to do their best work.
All Spotters are expected to experiment with ThoughtSpot’s AI tools (like Spotter and SpotterViz) and leading industry LLMs to streamline workflows, enhance output, and uncover new insights. Whether drafting content, analyzing data, or summarizing documents, AI is a daily partner. We value curiosity, openness to learning, and thoughtful application of AI to create real value. Training and resources are provided so every Spotter can confidently create with AI.
Hybrid Work at ThoughtSpot
This office-assigned role is available as a hybrid position, reporting to the office in US - Chicago.
Spotters assigned to an office are encouraged to experience the energy of their local office with an in-office expectation of 2-3 days per week. This approach balances the benefits of in-person collaboration and peer learning with the flexibility needed by individuals and teams.
ThoughtSpot for All
At ThoughtSpot, diverse teams build better products. Complex data problems need many perspectives, not just one. We welcome different backgrounds, identities, and experiences, and we work to create a place where everyone can be themselves and do their best work. If this role excites you and you believe you’re a strong match, we encourage you to apply.
What Makes ThoughtSpot a Great Place to Work?
ThoughtSpot is the Agentic Analytics Platform that empowers every enterprise to transform insights into action, on a mission to make the world more fact driven. We hire people with unique identities, backgrounds, and perspectives - this balance-for-the-better philosophy is key to our success. When paired with our culture of Trust, Customer Obsession, Innovation and Intensity, ThoughtSpot cultivates a respectful culture that pushes norms to create world-class products. If you’re excited by the opportunity to work with some of the brightest minds in the business and make your mark on a truly innovative company, we invite you to read more about our mission, and apply to the role that’s right for you.
About ThoughtSpot
The world’s most innovative companies turn to ThoughtSpot’s AI-Powered Analytics to put data in the hands of everyone, from the C-suite to the frontline. With simple, natural language search and AI, anyone can ask questions, discover insights, and act with confidence. Unlike legacy tools that sacrifice performance for complexity, ThoughtSpot is intuitively designed for every business user while being built to handle the most complex, large-scale data, wherever it resides. This unique combination of speed and simplicity is why enterprise leaders trust ThoughtSpot to transform decision-making into a truly data-driven culture.
At ThoughtSpot, we’re a curious, data-driven bunch. We believe the world works better when everyone has access to facts. That’s why we build products that make asking and answering data questions as natural as having a conversation.