Senior Manager - AI Outcomes Management, Commercial

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 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 Lead

Your 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 ThoughtSpot

Spotters 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.

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.

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.