The Role
We’re looking for a high-performing Enterprise Account Executive to join our Australia team. In this role, you’ll be responsible for driving new business and strategic growth within large enterprise organizations across Australia and New Zealand. You’ll act as a trusted advisor to senior stakeholders, guiding them through complex sales cycles and positioning our AI-Powered Analytics platform as a critical solution to their business needs.
The ideal candidate has a consistent track record of success selling enterprise software—preferably in Business Intelligence, Analytics, Data, Cloud, or AI platforms—and thrives in high-stakes, multi-threaded deal environments. This is a strategic role for someone who brings strong commercial acumen, executive presence, and a passion for helping customers transform how they leverage data to drive business outcomes.
What You'll Do
Own the full enterprise sales cycle—from strategic prospecting through negotiation and close
Navigate complex deal structures involving multiple stakeholders, legal, procurement, and executive decision-makers
Develop and execute territory plans to grow market share within target enterprise accounts across ANZ
Build deep relationships with decision-makers, from VP to C-level across business and technology functions
Partner closely with Marketing, Product, Solutions Engineering, and Customer Success to align on account strategy and drive long-term customer value
Deliver compelling, tailored product presentations and demonstrations to executive and technical audiences
Maintain accurate pipeline management, forecasting, and opportunity tracking within Salesforce
Provide market intelligence and customer feedback to influence product strategy and go-to-market initiatives
Leverage generative AI and advanced automation to personalize customer engagements at scale, using real-time insights to tailor messaging, demos, and proposals
Continuously experiment with emerging technologies, including conversational AI, autonomous agents, predictive analytics, and AI-powered deal coaching, sharing best practices across the broader sales organization
Harness AI-driven insights to craft highly personalized outreach that aligns to each prospect’s business priorities, industry challenges, and strategic initiatives
Utilize advanced AI tools to analyze customer data, market trends, and competitive landscapes to develop differentiated value propositions for target accounts
Continuously refine and optimize sales strategies through data-driven insights and AI-powered analytics
What You'll Bring:
5+ years of enterprise software sales experience with a demonstrated track record of quota attainment and enterprise deal success
Experience selling into enterprise organizations across Australia and New Zealand
Strong familiarity with the Business Intelligence, Analytics, Data, AI, or Cloud technology ecosystem is highly preferred
Proven ability to manage complex, high-value sales cycles involving legal, procurement, security, and executive-level negotiations
Experience engaging with senior business and technology leaders, including C-level executives
Experience partnering with AI/ML product teams or participating in early-access or beta programs for emerging technologies is a plus
Track record of leveraging AI and automation to improve sales productivity, customer engagement, and business outcomes
Exceptional communication, relationship-building, and stakeholder management skills
A consultative, value-based sales approach focused on customer outcomes and long-term partnerships
Highly self-motivated with the ability to operate autonomously while collaborating effectively across global, cross-functional teams
Experience working within high-growth SaaS or technology environments is preferred
Bachelor's degree or equivalent professional experience
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.
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.
