The Role:ThoughtSpot is the agentic analytics platform built to make the world fact driven. We're a ~1,000-person team building for enterprises across North America, EMEA, and India, and Spotter is our most ambitious answer yet to the question that started this company: how do you get an answer out of your data as fast as you can ask the question.
Spotter customers aren't logos to us. They're real teams betting a piece of their business on getting facts faster than the competition - and the AI Outcomes org is where that bet either pays off or doesn't.
We're looking for a Senior Manager, AI Outcomes to lead a team of AI Outcomes Managers and own the outcomes, retention, and expansion of their combined portfolio. Your team is ThoughtSpot's strategic presence inside its accounts - owning the outcomes plan, the renewal, and the expansion across the full customer lifecycle. Your job is to make them great at it, and to build the playbook the rest of the org will run on as Spotter scales.
This is a builder's seat, not a caretaker's. You'll shape how we plan outcomes, how we measure account health, and how we turn adoption into renewals and renewals into expansions - from the ground up.
The Team You'll LeadYour AI Outcomes Managers (AOMs) are ThoughtSpot's strategic presence inside their accounts - the customer's AI analytics advisor and perpetual account owner across the full value lifecycle. Each AOM owns the outcomes plan, the renewal, and the expansion, co-owning the commercial relationship with their AE counterpart. They tie ThoughtSpot usage to business KPIs, drive breadth and depth of ThoughtSpot consumption, and are technical enough to mock quick solutions to prove what's possible - not just advise. You set the bar for that work and grow the people who do it.
What You'll Do:- Own portfolio outcomes. Manage GRR and NRR across your team's book of accounts, and know the state of every account cold. Renewals should never be surprises; expansion should be proactive and evidenced.
- Lead and coach. Manage and develop a team of AI Outcomes Managers. Set the bar for what great account ownership looks like - outcomes over activities, value narratives over status decks, and a champion network deep enough to survive a stakeholder change.
- Raise deliverable quality. Hold the bar on your team's core artifacts, including, the Joint Outcomes Plan, value-realization narratives, QBRs, use-case roadmaps, and expansion plans. Coach the value story, not just the slides.
- Build the playbook. Design the outcomes-planning, adoption, and QBR motions your team runs - from the Joint Outcomes Plan that ties Spotter usage to customer KPIs, to programs like Spot30 and SpotSurge. There's no legacy process to inherit; you're writing the first version.
- Drive adoption and expansion. Coach your team to push meaningful consumption of Spotter, Liveboards, and Data Apps, use consumption health as a leading indicator, and partner with Sales to turn healthy accounts into bigger ones. Flag risk early enough to fix it.
- Be the voice of the customer. Feed product and engineering real signal from the field - if it doesn't move the needle for our users, it's noise, and you and your team are the filter.
- Report on what matters. Track and communicate portfolio metrics to leadership with clarity, not spin. Tie every number back to attained outcomes, not adoption activity.
What You Bring:- The AI Outcomes org at ThoughtSpot is a relationship business, not a ticket queue - this role is for someone who wants their team building long-term trust with customers, not just closing renewals.
- You've managed a customer-facing team in B2B SaaS - Customer Success, Solutions, or Consulting - ideally around analytics, data, or a technical product.
- You've owned retention and expansion numbers and can speak to them precisely, not directionally.
- You think in outcomes, not activities. You can connect product usage to business metrics and coach a team to frame a value story an executive will act on.
- You know how to build a process from nothing - no playbook, no template, just judgment and iteration.
- You have enough analytics and BI fluency to know where adoption stalls and what good data-driven decision-making looks like in practice. Familiarity with ThoughtSpot or a comparable platform is a strong plus.
- You're comfortable being hands-on with individual accounts and executive relationships while also coaching a team to do the same.
- You communicate directly and early. Our word is our bond, and that means no surprises when an account is at risk.
- You've worked cross-functionally with Sales, Product, and Support and know how to get things unstuck.
- You care about the customer's outcome more than the customer's satisfaction score.
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In-Office at ThoughtSpotSpotters 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.
The pay range for this role is:
147,420 - 210,600 USD per year (Chicago, IL)
163,800 - 234,000 USD per year (Mountain View, CA)
