Sales Development Representative

ThoughtSpot; Phoenix (AZ); Hybrid; USD 65,000 - 115,000; Full time

Benefits offered by this job

Remote work available

In-office 3+ days per week

Job summary

ThoughtSpot is seeking an outbound-focused Sales Development Representative to fuel growth in the US. You will generate high-quality pipeline using strategic outbound prospecting and AI-driven engagement, acting at the forefront of how modern sales teams leverage data and automation.

This role requires strong communication across technical and business audiences, in a fast-paced, ownership-driven environment. Remote work is available, with in-office options to collaborate in person.

Qualifications

• Proven success in an outbound SDR or similar role.
• Strong hunter mentality with passion for creating opportunities from scratch.
• Excellent written and verbal communication for technical and non-technical audiences.

Responsibilities

• Own outbound prospecting strategy to generate qualified meetings and pipeline.
• Research enterprises to identify initiatives, buying signals, and trends in data/analytics/AI.
• Leverage AI and automation to craft personalized outreach across channels.
• Tailor messaging using real-time data based on industry and role.
• Partner with Account Executives and Marketing to convert engagements into opportunities.
• Maintain accurate activity tracking and pipeline hygiene in Salesforce.
• Meet and exceed weekly/monthly pipeline targets.

Skills

Outbound prospecting

Hunter mentality

Communication skills

Collaborative

Tools

Salesforce

LinkedIn Sales Navigator

Job description

ThoughtSpot is a Data & AI platform that helps companies turn data into enterprise advantage. We're Gartner MQ leaders with more than 1,000 customers globally and offices in Mountain View, Chicago, London, Bangalore, Sydney, and Tokyo.

The Role

We’re looking for a driven, outbound-focused Sales Development Representative (SDR) to help fuel ThoughtSpot’s next phase of growth in the US. As a foundational member of our go-to-market team, you’ll be responsible for generating high-quality pipeline through strategic outbound prospecting and creative engagement. This is not a traditional SDR role — you’ll be at the forefront of how modern sales teams leverage AI, data, and automation to engage buyers more effectively. You’ll help evangelize ThoughtSpot’s mission to make the world more fact-driven, while using cutting-edge tools and insights to connect with prospects in a highly personalized, relevant way. As the first point of contact for many future customers, you’ll play a critical role in shaping how the market understands ThoughtSpot’s value across both technical and business audiences.

What You’ll Do

• Own outbound prospecting strategy across target accounts to generate qualified meetings and pipeline for Sales Leaders
• Research enterprise organizations to identify key initiatives, buying signals, and trends across data, analytics, and AI
• Leverage generative AI and automation tools to craft highly personalized outreach at scale across email, phone, and social channels
• Use AI-driven insights and real-time data to tailor messaging based on each prospect’s industry, role, and business challenges
• Partner closely with Account Executives and Marketing to align on account strategy and convert engagement into qualified opportunities
• Experiment with emerging tools (e.g., conversational AI, automation platforms, intent data) to continuously improve outbound effectiveness
• Build multi-threaded outreach strategies using LinkedIn for social selling, research, and engagement
• Maintain accurate activity tracking, pipeline hygiene, and account insights in Salesforce
• Consistently meet and exceed weekly/monthly pipeline generation targets

What You Bring

• Proven success in an outbound SDR or similar pipeline generation role
• A strong “hunter” mentality with a passion for outbound prospecting and creating opportunities from scratch
• Excellent written and verbal communication skills, with the ability to engage both technical and non-technical audiences
• Comfort operating in a fast-paced, evolving environment with a high degree of ownership
• Curiosity and enthusiasm for leveraging AI, automation, and data to improve sales performance
• Ability to translate insights (from tools, data, or research) into compelling, personalized messaging
• Strong organizational and time-management skills with the ability to manage multiple priorities
• A collaborative mindset and willingness to partner cross-functionally with Sales and Marketing
• Positive attitude, resilience, and a desire to grow within a high-performing sales organization

Preferred

• Exposure to Business Intelligence, Data Analytics, or Data Warehousing concepts
• Experience using tools like Salesforce, LinkedIn Sales Navigator, or other prospecting platforms
• Early experience experimenting with AI tools (e.g., ChatGPT, automation platforms, or sales engagement tools) in a professional setting

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.

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.