The Role
We’re looking for a high-performing Enterprise Account Executive to join our London-based team. In this role, you’ll be responsible for driving new business and strategic growth within large enterprise organisations across the UK and EMEA. You’ll act as a trusted partner to senior stakeholders, guiding them through complex sales cycles and positioning our cutting‑edge 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, or Data platforms—and thrives in high‑stakes, multi‑threaded deal environments. This is a strategic role for someone who brings deep commercial acumen, strong cross‑functional collaboration, and a passion for solving problems at scale.
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 cross‑functional influencers
- Develop and execute territory plans to grow market share within target enterprise accounts
- Build deep relationships with decision‑makers, from VP to C‑level across business and IT functions
- Partner with internal teams across Marketing, Product, and Customer Success to align on account strategy and drive long‑term customer value
- Deliver compelling, tailored product presentations and demos to executive and technical audiences
- Maintain accurate, up‑to‑date pipeline data and forecasts in CRM tools (e.g., Salesforce)
- Provide market and customer feedback to influence product development and go‑to‑market strategy
- Leverage generative AI and advanced automation to personalize customer engagements at scale, using real‑time data to dynamically tailor messaging, demos, and proposals
- Continuously experiment with emerging tools (e.g., conversational AI, autonomous agents, predictive analytics, and AI‑powered deal coaching) and share best practices across the organization
- Harness AI‑driven insights to craft highly personalized messaging that resonates with each prospect’s unique business challenges, industry context, and decision‑making priorities
- Utilize advanced AI tools to analyze customer data, market trends, and competitive landscapes, enabling the rapid development of differentiated value propositions tailored for each account
- Continuously refine and optimize sales messaging by leveraging AI‑powered analytics on engagement metrics, ensuring communications are data‑informed and outcome‑focused
What You Bring
- 5–8+ years of enterprise software sales experience, with a strong record of quota attainment and large deal wins
- Experience selling into enterprise organisations in the UK and/or EMEA markets
- Strong familiarity with the Business Intelligence, Analytics, or Data platform ecosystem is a significant advantage
- Proven ability to lead complex, high‑value sales cycles involving legal, procurement, and executive‑level negotiation
- Experience partnering with AI/ML product teams or participating in early‑access / beta programs for new AI technologies
- Track record of driving measurable results through the creative application of AI and automation in sales
- Exceptional communication, relationship‑building, and executive presence
- A strategic, consultative sales approach rooted in value creation and customer success
- Highly self‑motivated and capable of operating with autonomy, while collaborating cross‑functionally to drive outcomes
Mandatory And Required Skills For All ThoughtSpot Roles
- 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.
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
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.
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.
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