Senior Director, Sales

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 was founded in 2012 with the goal of giving humans a better way to ask questions of data. Spotter turned that into an AI analyst that can reason over governed enterprise data. Now with AgentSpot we're taking the next step from insight to action, and ANZ is one of the markets where that story is landing fastest.

We're looking for the person to lead our ANZ sales organization through its next phase of growth across both Enterprise and Mid-Market in the region.

You'll have a seasoned team of account executives already carrying quota, and the full weight of ThoughtSpot's product, marketing, solutions engineering and customer outcomes organisations behind you.

Your goal: Build a sales engine that consistently beats target.

What You'll Do:

• Own the ANZ number. Enterprise and Commercial. New and existing customers. Australia, New Zealand and beyond. You will own the entire book of business.
• Build the team. Coach the existing team to become a repeatable, world class sales team, then recruit the next wave of talent to grow the business to its next level.
• Set the strategy. Territory design, pipeline coverage, forecasting rigour. You will own the whole machine that turns a good quarter into a repeatable one.
• Win at the top. Get in the room with CEOs, CIOs, CDOs and other executive buyers. Close deals that other people can't.
• Work the org, not just the team. Partner closely with Marketing, Customer Outcomes and Solutions Engineering so ANZ moves as one motion.
• Report the truth. Give leadership a clear, honest read on pipeline health, risk and opportunity. No surprises.

What You Bring:

• This is a high-ownership role. You'll have the resources of a category leader behind you and the mandate to run ANZ sales your way.
• You've led multi-segment B2B sales teams before, and Enterprise is where you've done your best work.
• You've built or scaled a region. You know what it takes to go from a good quarter to a predictable one.
• You coach reps to build their skills and close, not just to activity metrics.
• You know the ANZ enterprise market. Who buys, how they buy, and who else is in the room.
• You're as comfortable in a boardroom with a CEO as you are in a pipeline review with your team.
• You care more about what actually wins deals than how sales has traditionally been run.
• You're based in Melbourne.

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.

Remote Work at ThoughtSpot

This role is available as a remote position.

Onsite Work at ThoughtSpot

Spotters assigned to an office are encouraged to experience the energy of their local office with an in-office expectation of 5 days per week.

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 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.

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. If this role excites you and you believe you’re a strong match, we encourage you to apply.

What Makes ThoughtSpot a Great Place to Work?

ThoughtSpot is the Agentic Analytics Platform that empowers every enterprise to transform insights into action, on a mission to make the world more fact driven. We hire people with unique identities, backgrounds, and perspectives - this balance-for-the-better philosophy is key to our success. When paired with our culture of Trust, Customer Obsession, Innovation and Intensity, ThoughtSpot cultivates a respectful culture that pushes norms to create world-class products. If you’re excited by the opportunity to work with some of the brightest minds in the business and make your mark on a truly innovative company, we invite you to read more about our mission, and apply to the role that’s right for you.