Enterprise Account Executive

ThoughtSpot; California (MO); Hybrid; USD 230,000 - 300,000; Full time

Job summary

ThoughtSpot, a leader in AI-powered analytics, seeks an experienced Enterprise Account Executive to drive net-new and expansion in enterprise accounts. You will build and manage pipelines, close complex deals, and tailor messaging, demos, and proposals using real-time data.

You will engage C-level stakeholders, partners, and teams, leveraging MEDDICC/Challenger methodologies in a fast-growing environment with hybrid office expectations and remote options.

Qualifications

• Experience selling to enterprise organizations with quota over-achievement.
• Sales experience in Business Insights, Analytics, or related domains is preferred.
• Familiarity with AI tools and data-driven selling is a plus.

Responsibilities

• Build and maintain active deal pipeline and quota coverage.
• Manage complex deal cycles from origination to close and expansion.
• Close net-new business and expansions with a land-and-expand strategy.
• Leverage AI and automation to personalize engagements at scale.

Skills

Enterprise sales

SaaS

MEDDICC

Challenger sales

AI in sales

C-level engagement

Pipeline management

Negotiation

Tools

Salesforce

LinkedIn

Clari

Job description

We are looking for an experienced Enterprise Account Executive to join our team. The right candidate for this position will have a demonstrated history of success and quota over-achievement selling to enterprise organizations (preferably selling software applications, but software sales not necessary for consideration for role). Ideally, you have sold Business Intelligence, Data Warehousing, or Analytics applications and/or are familiar with the data market.

The ability to work independently in a rapidly growing environment is important. We also value the ability to evangelize an evolving product that provides real value to (both!) technical and non-technical audiences.

What You'll Do:

• Building and maintaining active deal pipeline and quota coverage (experience working with tools such as LinkedIn, Salesforce, and Clari is a plus)
• Managing complex deal cycles, from lead origination to closing and expansions
• Consistently closing net-new business and expansions by leveraging a “land-and-expand” strategy
• Leverage generative AI and advanced automation to personalize customer engagements at scale, using real-time data to dynamically tailor messaging, demos, and proposals
• Collaborating with customers, partners, and the larger ecosystem in a consultative sales process
• Continuously experiment with emerging tools (e.g., conversational AI, autonomous agents, predictive analytics, and AI-powered deal coaching) and share best practices across the organization
• Harness AI-driven insights to craft highly personalized messaging that resonates with each prospect’s unique business challenges, industry context, and decision‑making priorities
• Utilize advanced AI tools to analyze customer data, market trends, and competitive landscapes, enabling the rapid development of differentiated value propositions tailored for each account
• Maintaining strategic oversight of assigned accounts ensuring engagements achieve their intended outcomes
• Continuously refine and optimize sales messaging by leveraging AI-powered analytics on engagement metrics, ensuring communications are data‑informed and outcome‑focused

What You Brin g:

• A hunter’s mentality and a consistent track record of achieving and/ or overachieving your sales quota
• Experience of selling within the Business Insights & Analytics Industry is a must have for this role
• Experience partnering with AI/ML product teams or participating in early‑access / beta programs for new AI technologies
• Track record of driving measurable results through the creative application of AI and automation in enterprise sales
• Experience of orchestrating complex, direct and indirect sales cycles with multiple technical and business stakeholders, with a particular focus on SaaS and disruptive technologies.
• Track record of selling net-new business and expansion opportunities, along with a focus on excellence in pipeline generation & opportunity progression.
• Track record in building champions and nurturing / developing relationships
• Strong business acumen coupled with experience in MEDDICC and/or Challenger sales methodologies as well as a willingness to learn and the discipline to work on a proven sales process from beginning to end
• You have proven ability to engage both high and wide in accounts and can engage effectively with C-level and business line executives

Hybrid Work at ThoughtSpot

Spotters are expected in-office 3 days per week to experience the energy of their local office. This approach balances the benefits of in-person collaboration and peer learning with the flexibility needed by individuals and teams.

Remote Work at ThoughtSpot

This role is available as a remote position.

Onsite Work at ThoughtSpot

Spotters assigned to an office are encouraged to experience the energy of their local office with an in-office expectation of 5 days per week.

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.

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.

230,000 - 300,000 USD per year (US US Zone 1)