Account Executive

Foundation Capital; Chicago (IL); On-site; USD 210,000 - 300,000; Full time

Job summary

ThoughtSpot is expanding its AgentSpot team in Chicago for a high-impact Account Executive role. You will close net-new business, manage the full sales cycle, and drive ARR across AI-enabled solutions linked to data workflows.

You’ll work with stakeholders across HR, finance, and operations, translating technical capabilities into business value. You’ll operate in a fast-paced, customer-first environment, collaborating with product, marketing and customer success to shape the sales motion and

Qualifications

• 4+ years of Account Executive, B2B SaaS or technology sales experience.
• Experience owning a full-cycle sales process including outbound prospecting, discovery, demos, negotiation and closing.
• Experience selling SaaS, cloud software, enterprise software, AI software or other technical products.
• Understanding and use of AI agents and generative AI tools.
• Ability to learn, pitch and demonstrate a highly technical product in a fast-growing environment.

Responsibilities

• Source, prospect and close net-new business for AgentSpot through outbound sales and content.
• Own the full sales cycle from prospecting to closing and negotiate deals.
• Expand customers across teams to grow ARR and ensure renewals.
• Build and execute account and territory plans to create a steady pipeline.
• Identify executive sponsors and key decision-makers within complex organizations.
• Collaborate with Sales, Marketing, Product and Customer Success to advance opportunities and drive ARR.

Skills

Closing deals

B2B SaaS sales

Full-cycle sales

AI software sales

AI tools experience

Outbound prospecting

Territory development

Executive sponsorships

Complex sales

Strategic account planning

Job description

The Role

ThoughtSpot is a multiproduct Data & AI platform that helps companies turn data into Enterprise Advantage. We are Gartner MQ leaders with more than 1,000 customers globally and offices in San Francisco, Mountain View, Chicago, London, Bangalore, Sydney and Tokyo.

We have launched a new product in our portfolio, AgentSpot, and we are building a zero-to-one sales team. AgentSpot is a Multiplayer AI platform that enables anyone to build, share and collaborate with AI agents connected to a company's data, context and tools. Unlike single-player AI assistants, AgentSpot gives teams the shared context, integrations and governance to build and run reliable agentic AI workflows across the business.

We are looking for Account Executives to join the AgentSpot team at ThoughtSpot. This is a B2B SaaS sales role for someone who knows how to close new business, create pipeline and sell innovative technology. The ideal candidate has 4+ years of closing experience, uses AI and AI tools every day, and wants to help bring a new AI product to market from its earliest days.

You'll work with commercial companies of all sizes and teams across HR, finance, sales, marketing and operations, helping them move from their first free AI agents to a company-wide AI workforce on AgentSpot. This is a relationship business, not a transactional one — the champions you close today are the ones you'll grow into company-wide deployments a year from now, so how you show up matters as much as what you close.

We're looking for someone who is curious, coachable, driven and excited to help shape the sales playbook while contributing to a high-performing team. Nobody on this team waits to be told what to do — Empowerment + Accountability = Excellence, and on a zero-to-one team you'll feel that every day.

What You'll Do

• Source, prospect and close net-new business for AgentSpot through outbound sales, content, community, events, freemium conversion and ThoughtSpot's installed base of 1,000+ customers within your territory.
• Own the full sales cycle, from prospecting and discovery through demos, negotiation and closing.
• Expand customers from one team's AI agents to more teams, more agents and more ARR.
• Build and execute account and territory plans to identify greenfield opportunities and create a consistent pipeline of qualified prospects.
• Navigate complex organizational structures and identify executive sponsors, champions and decision-makers.
• Research and understand customer business objectives and run a value-driven, consultative sales process — we work for the people on the other side of the deal, not just the logo.
• Learn, pitch and demonstrate a highly technical AI software product and connect its capabilities to real customer workflows and business outcomes.
• Collaborate with internal partners across Sales, Marketing, Product and Customer Success to move opportunities forward and ensure customer success.
• Consistently deliver ARR and revenue targets through a metrics-driven approach. Every deal is your Super Bowl.
• Develop and execute sales strategies and tactics to generate pipeline, drive sales opportunities and deliver repeatable, predictable growth.
• Bring customer feedback and market insights back to Product and help shape the AgentSpot roadmap and sales motion.

What You Bring

• You are a zero-to-one builder who is excited by the opportunity to help create a new AI sales motion.
• 4+ years of Account Executive, B2B SaaS or technology sales experience, with a track record of closing new business and achieving quota.
• Experience owning a full-cycle sales process, including outbound prospecting, pipeline generation, discovery, product demos, negotiation and closing.
• Experience selling SaaS, cloud software, enterprise software, AI software or other technical products.
• You understand, build and use AI agents and are genuinely curious about agentic AI, generative AI and emerging AI technology.
• You are comfortable learning, pitching and demonstrating a highly technical product in a fast-growing and constantly changing environment.
• Clear examples of closing complex deals and selling into complex organizations.
• A repeatable approach to outbound prospecting, pipeline generation, greenfield opportunity creation and territory development.
• You move fast and don't need a large team or detailed instructions to get something done — you take ownership and run.
• A growth mindset and a desire to help build a new product, sales strategy and go-to-market motion.
• We care about what you've closed, not your title or years of experience.

AI Mindset for Account Executives

• Build and run your own AgentSpot agents to research accounts, prep calls and automate follow-up.
• Use product usage signals and AI-driven insights to prioritize the free teams and prospects most ready to buy.
• Personalize outreach and demos around each prospect's actual tools and workflows.
• Experiment with emerging AI and automation tools to improve productivity, pipeline generation, sales effectiveness, and share what works.
• Collaborate closely with product, marketing, growth and customer success to optimize the journey from free to paid.
• Continuously learn and adapt as the agent landscape and best practices change.

In-Office at ThoughtSpot

Spotters are expected in-office 3+ days per week to be part of the energy of their local team. Momentum compounds when we're in the room together with faster decisions, sharper problem-solving, and the kind of peer learning that doesn't happen over a screen. Being in-office is our default way of working, with flexibility available where it's genuinely needed.

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.

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.

The Pay Range For This Role Is

210,000 - 300,000 USD per year (US - Chicago)