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.