Commercial Account Executive

The Role

Due to growth, we are looking for a Commercial Account Executive. The right candidate for this position will have a demonstrated history of success in selling software & services, preferably in the Business Intelligence, Data Warehousing, or Analytics space. The ability to work independently in a rapidly growing environment is important, as is the ability to work with an early‑stage technical product that provides real value to both technical and non‑technical audiences.

Value‑based sales approach and "first on the ground" experience is a major advantage.

• Develop and manage a territory of "Digital Native" Mid‑Market accounts, with a primary focus on winning new Thought Spot customers.
• Generate pipeline and embrace prospecting as a core business activity.
• Develop new opportunities, establish trust and credibility with end‑users, influencers, and decision makers at all levels of assigned accounts.
• Conduct product demonstrations in person and via web‑based technologies.
• Manage complex sales cycles with large companies.

• Leverage AI‑powered sales tools to identify, prioritise, and engage a broad portfolio of commercial accounts, maximising pipeline velocity and conversion rates.
• Use AI‑driven analytics to rapidly develop and iterate on value propositions for each segment within the territory.
• Employ AI to personalise messaging and outreach at scale, ensuring relevant and timely communications across a diverse customer base.
• Collaborate with marketing and customer success teams to share AI‑derived insights and optimise the customer journey from initial contact through renewal and expansion.
• Continuously experiment with emerging AI tools to streamline sales processes, improve forecasting accuracy, and drive consistent quota attainment in a fast‑paced environment.

• 1‑3 years quota‑carrying experience in a technology sales environment; prior inside sales experience a plus.
• Strong verbal and written communication skills in English and German.
• Willingness to travel regularly to Munich to meet the team.
• Ability to work independently while teaming up with business partners (internal and external) to sell technology solutions priced at $50,000+.
• Well‑spoken and poised; ability to command the attention of a room and bring a high level of energy.
• Considered a leader and adept at influencing others to work with you on behalf of the customer.
• Seek continuous career growth and view training and coaching as a benefit to your goals.
• Ability to track sales metrics and performance as a way to aid personal improvement.
• Experience leveraging AI and automation tools to efficiently manage and prioritise a large book of business, drive pipeline growth, and accelerate deal cycles.
• Demonstrated ability to quickly synthesise AI‑driven insights to tailor messaging and value propositions for diverse customer segments.
• A growth mindset with a passion for experimenting with new technologies, learning quickly, and adapting to evolving sales processes.

• Bachelor's degree (or higher).

• Comfortably and confidently integrate artificial intelligence into daily workflow to increase productivity and quality.
• Hands‑on experience leveraging AI tools (industry‑leading LLMs) to increase productivity, automate routine tasks, and improve work quality.
• Experience using AI for research, content creation, and document summarisation while maintaining ownership of judgment and final decisions.
• Write effective prompts to achieve accurate and creative results from AI tools.
• Exhibit curiosity in exploring new AI tools, adaptability to quickly learn and implement emerging AI technologies, and critical thinking to know when AI should be used versus human judgement.

• Fluent and comfortable with using AI to do the best work, experimenting with Thought Spot’s AI tools (e.g., Spotter and Spotter Viz) and leading industry LLMs.
• Use AI daily for drafting content, analysing data, summarising documents, and other tasks to streamline workflows and uncover new insights.
• 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.