Senior Manager, AI Outcomes - Commercial

Mode Analytics; Mountain View (CA); Presencial; USD 160.000 - 230.000; Jornada completa

Descripción de la vacante

ThoughtSpot in Mountain View, CA, invites a senior leader to head the AI Outcomes team. You’ll manage AI Outcomes Managers, own the outcomes plan, renewals, and expansions, and partner with Sales to grow key accounts.

You’ll require a tracks record in B2B SaaS and strong analytics fluency, coaching teams to focus on business value and KPI outcomes. In-office 3+ days per week to foster collaboration and fast decision-making.

Formación

• Experience leading a customer-facing team in a B2B SaaS environment.
• Proven track record in retention and expansion metrics.
• Ability to connect product usage to business outcomes.

Responsabilidades

• Own portfolio outcomes across your team's accounts and manage renewals and expansions.
• Lead and coach a team of AI Outcomes Managers to prioritize outcomes over activities.
• Raise deliverable quality: Joint Outcomes Plan, value narratives, QBRs.
• Design and implement outcomes-planning, adoption, and QBR motions.
• Drive adoption of Spotter, Liveboards, and Data Apps with a data-driven approach.
• Provide voice of the customer to product and engineering; report portfolio metrics.

Conocimientos

Leadership

B2B SaaS

Account management

Analytics fluency

Cross-functional collaboration

Herramientas

Spotter

SpotSurge

Liveboards

Data Apps

Descripción del empleo

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

ThoughtSpot is the agentic analytics platform built to make the world fact driven. We're a ~1,000-person team building for enterprises across North America, EMEA, and India, and Spotter is our most ambitious answer yet to the question that started this company: how do you get an answer out of your data as fast as you can ask the question.

Spotter customers aren't logos to us. They're real teams betting a piece of their business on getting facts faster than the competition – and the AI Outcomes org is where that bet either pays off or doesn't.

The Team You'll Lead

Your AI Outcomes Managers (AOMs) are ThoughtSpot's strategic presence inside their accounts – the customer's AI analytics advisor and perpetual account owner across the full value lifecycle. Each AOM owns the outcomes plan, the renewal, and the expansion, co-owning the commercial relationship with their AE counterpart. They tie ThoughtSpot usage to business KPIs, drive breadth and depth of ThoughtSpot consumption, and are technical enough to mock quick solutions to prove what's possible – not just advise. You set the bar for that work and grow the people who do it.

What You'll Do

• Own portfolio outcomes. Manage GRR and NRR across your team's book of accounts, and know the state of every account cold. Renewals should never be surprises; expansion should be proactive and evidenced.
• Lead and coach. Manage and develop a team of AI Outcomes Managers. Set the bar for what great account ownership looks like – outcomes over activities, value narratives over status decks, and a champion network deep enough to survive a stakeholder change.
• Raise deliverable quality. Hold the bar on your team's core artifacts, including, the Joint Outcomes Plan, value-realization narratives, QBRs, use-case roadmaps, and expansion plans. Coach the value story, not just the slides.
• Build the playbook. Design the outcomes-planning, adoption, and QBR motions your team runs – from the Joint Outcomes Plan that ties Spotter usage to customer KPIs, to programs like Spot30 and SpotSurge. There's no legacy process to inherit; you're writing the first version.
• Drive adoption and expansion. Coach your team to push meaningful consumption of Spotter, Liveboards, and Data Apps, use consumption health as a leading indicator, and partner with Sales to turn healthy accounts into bigger ones. Flag risk early enough to fix it.
• Be the voice of the customer. Feed product and engineering real signal from the field – if it doesn't move the needle for our users, it's noise, and you and your team are the filter.
• Report on what matters. Track and communicate portfolio metrics to leadership with clarity, not spin. Tie every number back to attained outcomes, not adoption activity.

What You Bring

• The AI Outcomes org at ThoughtSpot is a relationship business, not a ticket queue – this role is for someone who wants their team building long-term trust with customers, not just closing renewals.
• You've managed a customer-facing team in B2B SaaS – Customer Success, Solutions, or Consulting – ideally around analytics, data, or a technical product.
• You've owned retention and expansion numbers and can speak to them precisely, not directionally.
• You think in outcomes, not activities. You can connect product usage to business metrics and coach a team to frame a value story an executive will act on.
• You know how to build a process from nothing – no playbook, no template, just judgment and iteration.
• You have enough analytics and BI fluency to know where adoption stalls and what good data-driven decision-making looks like in practice. Familiarity with ThoughtSpot or a comparable platform is a strong plus.
• You're comfortable being hands-on with individual accounts and executive relationships while also coaching a team to do the same.
• You communicate directly and early. Our word is our bond, and that means no surprises when an account is at risk.
• You've worked cross-functionally with Sales, Product, and Support and know how to get things unstuck.
• You care about the customer's outcome more than the customer's satisfaction score.

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 judgement 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.

The Pay Range For This Role Is

$145,000 - 210,000 USD per year (Chicago, IL)

160,000 - 230,000 USD per year (Mountain View, CA)