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:

We already have a foothold in Japan through our Tokyo office and our Enterprise customers there have proven the model works. Now we need the person to take that foothold and turn it into a fully scaled Enterprise business - into one of the world's fastest-growing markets, wide open for the right leader.

This isn't a seat where playbooks get handed down from headquarters. Unlike a regional role bolted onto an existing machine, Japan is yours to build. The team, the sales motion, and the culture.

We're looking for the senior-most commercial leader to own ThoughtSpot's Enterprise Sales business in Japan. You'll have direct access to global sales leadership, marketing, customer success, and product, plus a matrixed regional team and channel/alliance partnerships from day one.

What You'll Do:

• Own the Japan P&L. Drive regional revenue targets - pipeline generation, forecasting, and closing.
• Lead from the front. Act as executive sponsor on the biggest strategic deals, engaging senior stakeholders directly.
• Build the team. Hire, onboard, and develop a high-performing team of Regional Sales Directors and Account Executives.
• Run the GTM machine. Drive pipeline through outbound programs, field events, and ABM campaigns, working closely with Marketing, Customer Success, Solutions Engineering, and Product.
• Own the partner network. Work with channel and alliance partners to scale reach and drive joint go-to-market activity.
• Report the truth. Weekly visibility into pipeline health, forecast, and team performance. No surprises. No excuses.

What You Bring:

This is a high-ownership seat. You'll have ThoughtSpot's resources behind you and the freedom to build Japan's GTM motion your way.

• You have 6–10+ years of sales leadership experience, including second-line management in Japan.
• You've scaled SaaS, cloud, or enterprise software sales teams; analytics or data platform experience is a strong plus.
• You can run complex, multi-stakeholder enterprise deals and step in as executive sponsor when it counts.
• You understand Japan's market dynamics, enterprise buying culture, and how to earn trust at the C-level.
• You're fluent in Japanese and English.
• You're data-driven; Comfortable with forecasting, metrics, and operational rigor, not gut feel.
• You treat commitments as binding. When something changes, you say so early.
• You're willing to travel across the region as needed.

We value what you've built vs your title or years of experience.

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.