Regional Director, Sales - West

About the role

The Regional Director of Enterprise Sales leads, develops, and scales a high-performing team of Enterprise Account Executives responsible for driving new business across strategic and complex enterprise accounts in their region. ThoughtSpot invests in its people and builds an industry-leading enterprise GTM organization, with this role playing a critical role in shaping regional strategy, execution, and culture.

Responsibilities

• Develop and execute the regional enterprise sales strategy to achieve aggressive growth targets and expand ThoughtSpot's footprint across high-value enterprise accounts.
• Leverage AI-driven insights to prioritize accounts, uncover high-potential opportunities, and inform territory planning.
• Drive disciplined sales processes and maintain predictable forecasts across long, multi-threaded enterprise sales cycles using AI-enabled predictive analytics.
• Build, lead, and retain a world-class team of Enterprise Account Executives.
• Provide AI-augmented coaching on complex deal navigation, multi-stakeholder engagement, solution mapping, and executive-level negotiations.
• Deliver and reinforce ThoughtSpot’s enterprise sales methodologies, incorporating AI tools to improve execution consistency, ramp time, and team performance.
• Enable new hires to reach full productivity faster through structured onboarding enhanced with AI-driven insights and training recommendations.
• Partner closely with Sales Engineering, Customer Success, Marketing, and Product to bring a unified, data-informed strategy to enterprise opportunities.
• Drive strategic alignment with key technology and channel partners, leveraging AI insights to expand market reach and build a robust enterprise pipeline.
• Act as the voice of the customer and region internally, using AI-powered analytics to provide actionable recommendations to leadership and product teams.
• Lead by example as a champion of ThoughtSpot’s values and Codex.
• Foster a high-performance environment built on accountability, collaboration, and continuous improvement.
• Drive operational excellence, using AI-enabled dashboards and analytics to track team performance and optimize regional outcomes.

Requirements

• 3–5+ years of enterprise sales leadership experience in SaaS, managing high-performing teams selling into Fortune 1000 or large enterprise accounts.
• Proven track record of exceeding revenue targets within long, complex, multi-stakeholder sales cycles.
• Strong business acumen and ability to navigate large organizations, influence executive stakeholders, and guide strategic account plans.
• Technically curious and adaptable, capable of quickly understanding and articulating new technologies in a dynamic environment.
• Experience leveraging AI, automation, and predictive analytics to optimize sales performance, forecast accuracy, and customer engagement.
• Exceptional leadership capabilities, including hiring, coaching, and developing top-tier enterprise sellers.
• Highly self-motivated and capable of operating autonomously, while collaborating cross-functionally to drive outcomes.
• Experience overseeing a team of ~7 sales representatives across a regional territory.

Qualifications

• Comfortable and confident in integrating artificial intelligence into 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.
• Experience writing effective prompts to get the most accurate and creative results from AI tools.
• Exemplify the AI mindset: curiosity in exploring new AI tools, adaptability to quickly learn and implement new technologies, and critical thinking to know when to identify when AI should be used versus when human judgement is necessary.

Skills

• AI Literacy and Workflow Integration
• Hands-on Experience with AI Tools
• Effective Prompt Writing
• AI Mindset: Curiosity, Adaptability, Critical Thinking

Benefits

ThoughtSpot offers a hybrid work schedule where 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.

Pay

The pay range for this role is $266,000 - $380,000 USD per year (National Range).