The Role
As a Regional Director 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. At ThoughtSpot, we are committed to investing in our people and building an industry-leading GTM organization. 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.

You will leverage generative AI, predictive analytics, and advanced automation to optimize territory planning, account prioritization, prospecting, and pipeline management. 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.

What You'll Do:

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.
  

What You Bring:

• 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.

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.

Hybrid Work at ThoughtSpot

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.