Regional Director, Sales - West

The Role

As a Regional Director of Enterprise Sales, you willlead, develop, and scale a high-performing team of Enterprise Account Executives responsible for driving new business across strategic and complex enterprise accounts in your region.

At Thought Spot, we are committed to investing in our people and building an industry-leading enterprise GTM organization. You will play a critical role in shaping regional strategy, elevating execution, and cultivating a culture of excellence.

• Strategic Leadership & Execution:
  Develop and execute the regional enterprise sales strategy to achieve aggressive growth targets and expand Thought Spot’s footprint across high-value enterprise accounts. Use AI-driven insights to prioritize accounts, uncover high-potential opportunities, and inform territory planning. Drive disciplined sales processes and maintain predictable forecasts across long, multi-threaded enterprise sales cycles using AI-enabled predictive analytics.
• Team Development &
  
  Coaching:
  
  Build, lead, and retain a world-class team of Enterprise Account Executives. Provide AI-augmented coaching on complex deal navigation, multi-stakeholder engagement, solution mapping, and executive-level negotiations. Deliver and reinforce Thought Spot’s enterprise sales methodologies, incorporating AI tools to improve execution consistency, ramp time, and team performance. Enable new hires to reach full productivity faster through structured onboarding enhanced with AI-driven insights and training recommendations.
• Cross-Functional & Ecosystem
  
  Collaboration:
  
  Partner closely with Sales Engineering, Customer Success, Marketing, and Product to bring a unified, data-informed strategy to enterprise opportunities. Drive strategic alignment with key technology and channel partners, leveraging AI insights to expand market reach and build a robust enterprise pipeline. Act as the voice of the customer and region internally, using AI-powered analytics to provide actionable recommendations to leadership and product teams.
• Culture & Leadership:
  Lead by example as a champion of values and Codex. Foster a high-performance environment built on accountability, collaboration, and continuous improvement. Drive operational excellence, using AI-enabled dashboards and analytics to track team performance and optimize regional outcomes.

• 3–5+ years of enterprise sales leadership experience in SaaS, managing high-performing teams selling into Fortune 1000 or large enterprise accounts.
• Proven track record of exceeding revenue targets within long, complex, multi-stakeholder sales cycles.
• Strong business acumen and ability to navigate large organizations, influence executive stakeholders, and guide strategic account plans.
• Technically curious and adaptable, capable of quickly understanding and articulating new technologies in a dynamic environment.
• Experience leveraging AI, automation, and predictive analytics to optimize sales performance, forecast accuracy, and customer engagement.
• Exceptional leadership capabilities, including hiring, coaching, and developing top-tier enterprise sellers.
• Highly self-motivated and capable of operating autonomously, while collaborating cross-functionally to drive outcomes.
• Experience overseeing a team of approximately 7 sales representatives across a regional territory.

The estimated annual salary range for this role is $300k - $400k in most U.S. locations. Actual compensation may vary and will be determined based on permissible, non-discriminatory factors such as skills, qualifications, experience, and location of the selected candidate.

Additional benefits for this role may include: equity, company bonus or sales commissions/bonuses; 401(k) plan; medical, dental, and vision benefits.

• Comfortably and confidently integrate artificial intelligence into daily workflow to increase productivity and quality.
• Hands-on experience using AI tools (industry-leading LLMs) to increase productivity, automate routine tasks, and improve work quality.
• Experience using AI for research, content creation, and document summarization while maintaining ownership of…