Principal AI Outcomes Manager

Thought Spot 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 Principal AI Outcomes Manager is Thought Spot's most senior strategic presence inside a customer account. You co-own the relationship, the outcomes plan, the renewal, and the expansion — across the entire customer lifecycle and at the highest levels of customer engagement. You are the customer's primary AI analytics advisor and the face of Thought Spot to their executive leadership.

This is a named-account role carrying Thought Spot's largest and most complex enterprise relationships. You operate fluidly from data teams to the C-suite, shape commercial strategy alongside your AE, and serve as a model for how outcomes management is done across the team. You bring the depth of a seasoned enterprise advisor and the technical command to shape how AI analytics transforms how your customers make decisions.

• Own the business outcomes plan at an executive level. Co-create and govern a Joint Outcomes Plan that ties Thought Spot usage directly to the customer's strategic business priorities. Surface high-value use cases across functions and business units. Track, measure, and report on outcome attainment — not just adoption activity — in a way that resonates in the boardroom.
• Partner on the account relationship at every level. Work in lockstep with your AE counterpart, who owns the commercial relationship, to build and maintain multi-threaded champion networks from individual contributors through the C-suite. You own the outcomes and success layer — the strategic context that makes Thought Spot indispensable and gives the commercial motion something real to stand on. You are the advisor executives call when they want to understand how AI analytics can reshape how their business operates.
• Drive adoption depth, breadth, and velocity. Push meaningful consumption of Spotter, Live boards, and Data Apps across entire organizations, not just pilot teams. Use consumption health as a leading indicator. Diagnose gaps early, build intervention plans, and marshal Thought Spot resources to execute them.
• Run outcomes reviews and executive QBRs. Lead the conversation, not just the slides. Bring a clear, board-ready value narrative tied to agreed KPIs, and use every Q  to advance the customer's AI roadmap and lock in next steps. You set the tone for how Thought Spot is perceived as a strategic partner, not a vendor.
• Own renewal and expansion with commercial rigor. GRR and NRR are your measures. Renewals are never surprises. Expansion is proactive, well-evidenced, and tied to use cases the customer has already validated. You understand the commercial dynamics of your accounts and shape them with the authority that comes from having earned the customer's trust.
• Mock and prototype to accelerate buy-in. Build Live boards, prototype Spotter agents, and sketch Data App concepts to demonstrate what's possible before a formal build begins. You don't need engineering to move a business conversation forward.
• Know the product deeply and stay ahead of the roadmap. Maintain a command of Thought Spot's full product surface — Spotter, Live boards, Data Apps, and emerging capabilities — and a clear view of where the roadmap is headed. Use that knowledge to proactively connect upcoming capabilities to customer priorities before the customer has to ask, and to credibly advise on how Thought Spot fits within their broader data and AI architecture.
• Identify and manage risk proactively. Maintain an accurate, current view of account health. When risk emerges — adoption stalls,…