The Role
As a Regional Director of Enterprise Sales, you will lead, develop, and scale a high-performing team of Enterprise Account Executives responsible for driving new business across strategic and complex enterprise accounts in your region. At ThoughtSpot, we are committed to investing in our people and building an industry-leading enterprise GTM organization. You will play a critical role in shaping regional strategy, elevating execution, and cultivating a culture of excellence.
You will leverage generative AI, predictive analytics, and advanced automation to optimize territory planning, account prioritization, and pipeline management, enabling your team to deliver personalized engagement at scale. By integrating AI-driven insights into forecasting, coaching, and deal execution, you will empower your team to maximize revenue, accelerate cycles, and strengthen relationships with executive stakeholders.
What You’ll Do:
Strategic Leadership & Execution
- Develop and execute the regional enterprise sales strategy to achieve aggressive growth targets and expand ThoughtSpot’s footprint across high-value enterprise accounts.
- Use AI-driven insights to prioritize accounts, uncover high-potential opportunities, and inform territory planning.
- Drive disciplined sales processes and maintain predictable forecasts across long, multi-threaded enterprise sales cycles using AI-enabled predictive analytics.
Team Development & Coaching
- Build, lead, and retain a world-class team of Enterprise Account Executives.
- Provide AI-augmented coaching on complex deal navigation, multi-stakeholder engagement, solution mapping, and executive-level negotiations.
- Deliver and reinforce ThoughtSpot’s enterprise sales methodologies, incorporating AI tools to improve execution consistency, ramp time, and team performance.
- Enable new hires to reach full productivity faster through structured onboarding enhanced with AI-driven insights and training recommendations.
Cross-Functional & Ecosystem Collaboration
- Partner closely with Sales Engineering, Customer Success, Marketing, and Product to bring a unified, data-informed strategy to enterprise opportunities.
- Drive strategic alignment with key technology and channel partners, leveraging AI insights to expand market reach and build a robust enterprise pipeline.
- Act as the voice of the customer and region internally, using AI-powered analytics to provide actionable recommendations to leadership and product teams.
Culture & Leadership
- Lead by example as a champion of ThoughtSpot’s values and Codex.
- Foster a high-performance environment built on accountability, collaboration, and continuous improvement.
- Drive operational excellence, using AI-enabled dashboards and analytics to track team performance and optimize regional outcomes.
What You Bring:
- 3–5+ years of enterprise sales leadership experience in SaaS, managing high-performing teams selling into Fortune 1000 or large enterprise accounts.
- Proven track record of exceeding revenue targets within long, complex, multi-stakeholder sales cycles.
- Strong business acumen and ability to navigate large organizations, influence executive stakeholders, and guide strategic account plans.
- Technically curious and adaptable, capable of quickly understanding and articulating new technologies in a dynamic environment.
- Experience leveraging AI, automation, and predictive analytics to optimize sales performance, forecast accuracy, and customer engagement.
- Exceptional leadership capabilities, including hiring, coaching, and developing top-tier enterprise sellers.
- Highly self-motivated and capable of operating autonomously, while collaborating cross-functionally to drive outcomes.
- Experience overseeing a team of ~7 sales representatives across a regional territory.
_The estimated annual salary range for this role is $300k - $400k in most U.S. locations. 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. _
**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.
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.