Enterprise Account Executive

About the role

We are looking for an experienced Enterprise Account Executive to join our remote team. The ideal candidate has a demonstrated history of success and quota over-achievement selling to enterprise organizations, preferably in software applications, with a strong background in Business Intelligence, Data Warehousing, or Analytics. You should thrive in a rapidly growing environment and excel at evangelizing evolving products to both technical and non-technical audiences.

Responsibilities

• Build and maintain an active deal pipeline and quota coverage (experience with tools such as LinkedIn, Salesforce, and Clari is a plus).
• Manage complex deal cycles, from lead origination to closing and expansions.
• Consistently close net-new business and expansions using 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.
• Collaborate with customers, partners, and the larger ecosystem in a consultative sales process.
• 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 to develop differentiated value propositions for each account.
• Maintain strategic oversight of assigned accounts to ensure engagements achieve their intended outcomes.
• Continuously refine and optimize sales messaging using AI-powered analytics on engagement metrics to ensure data-informed and outcome-focused communications.

Requirements

• A hunter’s mentality and a consistent track record of achieving and/or overachieving your sales quota.
• Experience selling within the Business Insights & Analytics industry (a must 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 orchestrating complex, direct, and indirect sales cycles with multiple technical and business stakeholders, with a focus on SaaS and disruptive technologies.
• Proven ability to sell net-new business and expansion opportunities, with excellence in pipeline generation and opportunity progression.
• Strong track record in building champions and nurturing/developing relationships.
• Strong business acumen and experience with MEDDICC and/or Challenger sales methodologies, along with the discipline to follow a proven sales process.
• Ability to engage both high and wide in accounts, effectively interacting with C-level and business line executives.

Skills

• AI literacy and workflow integration, including the ability to comfortably and confidently integrate AI into daily workflows to increase productivity and quality.
• Hands-on experience leveraging AI tools (industry-leading LLMs) to automate routine tasks and improve work quality.
• Experience using AI for research, content creation, and document summarization while maintaining ownership of judgment and final decisions.
• Ability to write effective prompts to achieve accurate and creative results from AI tools.
• Curiosity in exploring new AI tools, adaptability to learn and implement emerging AI technologies, and critical thinking to discern when AI or human judgment is appropriate.

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. ThoughtSpot is designed for every business user while built to handle the most complex, large-scale data. We believe the world works better when everyone has access to facts, which is why we build products that make asking and answering data questions as natural as having a conversation.

At ThoughtSpot, diverse teams build better products. We welcome different backgrounds, identities, and experiences, fostering a culture where everyone can be themselves and do their best work. Our core values include Trust, Customer Obsession, Innovation, and Intensity, creating a respectful culture that pushes norms to deliver world-class products.

Pay

The pay range for this role is $210,000 - $300,000 USD per year (remote).