SMB Regional Manager

About the Role

As a Regional Manager of SMB Sales, you will lead, develop, and scale a high-performing SMB sales team responsible for driving new customer acquisition, expansion, and retention across small and emerging businesses in your region. You will play a critical role in shaping regional strategy, driving operational excellence, and creating a scalable, repeatable sales motion that accelerates growth in the SMB segment. By integrating AI-driven insights into coaching, forecasting, and deal execution, you will enable your team to engage customers more effectively, shorten sales cycles, increase productivity, and maximize revenue across a high-volume SMB business.

Responsibilities

• Strategic Leadership & Execution
  • Develop and execute the SMB sales strategy to achieve growth targets and expand ThoughtSpot’s footprint across small business accounts.
  • Use AI-powered analytics to identify high-propensity buyers, optimize territory and account assignments, and improve pipeline forecasting accuracy.
  • Drive a scalable, metrics-driven sales process focused on high-velocity deal execution, strong conversion rates, and predictable revenue outcomes.
  • Establish operational rigor around prospecting, pipeline generation, and funnel management to maximize team productivity.
• Team Development & Coaching
  • Build, lead, and retain a high-performing SMB sales team.
  • Provide AI-augmented coaching on prospecting effectiveness, discovery, value-based selling, objection handling, and deal progression.
  • Deliver and reinforce ThoughtSpot’s SMB sales methodologies, leveraging AI tools to improve seller productivity, ramp speed, and performance.
  • Onboard new hires efficiently using AI-enabled learning recommendations and performance insights to accelerate time-to-productivity.
  • Create a culture of continuous learning, accountability, and execution excellence.
• Cross-Functional & Ecosystem Collaboration
  • Partner with Sales Engineering, Customer Success, Marketing, Product, and Revenue Operations to drive SMB growth and customer success.
  • Collaborate closely with demand generation teams to optimize lead conversion, campaign effectiveness, and pipeline creation.
  • Work with channel and technology partners to identify new growth opportunities and accelerate customer acquisition.
  • Act as the voice of the SMB segment internally, leveraging customer and market insights to influence go-to-market strategy and product direction.
• Culture & Leadership
  • Lead by example as a champion of ThoughtSpot’s cultural values.
  • Foster a high-performance, customer-centric, and collaborative team environment.
  • Use AI-powered dashboards and analytics to monitor team performance, identify trends, and drive continuous improvement.
  • Promote a data-driven mindset focused on efficiency, scalability, and customer outcomes.

Requirements

• 3–5+ years of SMB or commercial sales leadership experience in SaaS, managing high-performing teams selling to small and growing businesses.
• Proven track record of consistently exceeding revenue, pipeline, and customer acquisition targets in a high-velocity sales environment.
• Strong understanding of SMB buying behaviors, sales motions, and scalable customer acquisition strategies.
• Experience leading teams responsible for both inbound and outbound pipeline generation.
• Technically curious and adaptable, with the ability to quickly understand and articulate emerging technologies and business value.
• Experience leveraging AI, automation, and predictive analytics to improve sales productivity, forecasting, coaching, and customer engagement.
• Exceptional leadership capabilities, including hiring, coaching, performance management, and career development.
• Strong operational and analytical skills with the ability to use data to drive decision-making and business outcomes.
• Highly self-motivated, capable of working independently, and effective at collaborating across functions.
• Experience leading a regional SMB sales team of approximately 8–12 Account Executives and/or SMB sellers.

AI Mindset & Skills

• Demonstrate AI literacy and workflow integration, including:
  • Comfortably and confidently integrating artificial intelligence 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.
  • Using AI for research, content creation, and document summarization while maintaining ownership of judgment and final decisions.
  • Writing effective prompts to get accurate and creative results from AI tools.
• Exemplify key traits:
  • Curiosity in exploring new AI tools.
  • Adaptability to quickly learn and implement new, emerging AI technologies.
  • Critical thinking to identify when AI should be used versus when human judgment is necessary.

At ThoughtSpot, every role is expected to be fluent and comfortable using AI to enhance workflows, streamline tasks, and uncover insights. Training and resources are provided to ensure proficiency.

Schedule

Hybrid work schedule: in-office 3 days per week to experience the energy of the local office, balancing in-person collaboration and flexibility.

Pay

The pay range for this role is $175,000 - $250,000 USD per year (national range).