Enterprise Account Executive

ThoughtSpot

9d•$110,000 - $150,000•Hybrid

About The Position

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.

Requirements

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
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.

Responsibilities

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