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: The AI Outcomes Manager is ThoughtSpot's strategic presence inside a customer account. You own the relationship, the outcomes plan, the renewal, and the expansion across the entire customer lifecycle. You are the customer's primary AI analytics advisor and their most consistent point of contact with ThoughtSpot.

This is a named-account role. You work closely with your AE counterpart on commercial strategy and operate at every level of the customer organization, from data teams to the executive suite.

What You’ll Do:

Own the business outcomes plan.

Create a Joint Outcomes Plan that ties ThoughtSpot usage to the customer's business KPIs. Surface high-value use cases by function. Track and measure outcome attainment, not just adoption activity.

Lead onboarding and time-to-first-value.

Own the handoff from sale to launch: align stakeholders, confirm success criteria, and stand up the initial outcomes plan in the first 30 days. Get customers live, trained, and seeing real value fast, so the relationship starts on solid footing well before the first QBR.

Lead the account relationship

. Build and maintain strong stakeholder relationships, multi-threaded champion networks, and the strategic context that makes ThoughtSpot indispensable. Contribute to the commercial roadmap alongside your AE.

Drive adoption depth and breadth.

Push meaningful consumption of Spotter, Liveboards, Agents, Workflows, and Data Apps. Use consumption health as a leading indicator. Diagnose gaps, intervene early,



and know when to pull in other ThoughtSpot resources.

Run outcomes reviews and QBRs.

Lead the conversation, not just the slides. Bring a explicit value narrative tied to agreed KPIs, and use every QBR to support the customer's AI roadmap and secure next steps.

Own renewal and expansion

. GRR and NRR are your measures. Renewals should never be surprises. Expansion should be proactive, well-evidenced, and tied to use cases the customer already believes in

.

Mock solutions to prove what's possible.

Build quick Liveboards, prototype Spotter agents, or sketch a Data App concept to secure stakeholder buy-in before a formal build kicks off. You don't need engineering to demonstrate value.

Be the customer's voice inside ThoughtSpot.

Translate account context into product feedback, roadmap input, and internal prioritisation. You are the connection point between what the customer needs and what ThoughtSpot builds.

Build adoption programs with internal champions.

Help customers identify and grow internal advocates. Support the rollout planning and change activity that turns a product deployment into a business capability.

Who We're Looking For:

3+ years in a customer-facing role that blends business and technology: Customer Success, Solutions, or Consulting within a SaaS environment.



You're comfortable working across both business and technical stakeholders, and you know how to move between the two.

Business acumen. You think in outcomes, not activities. You can connect product usage to business metrics, frame a value story around what matters to the customer's function, and use standard ROI frameworks to build a credible case for investment. You don't need to own the financial model solo, but you know how to contribute to one.

Analytics and BI fluency. You're familiar with how data and analytics platforms work inside an enterprise, how teams consume insights, where BI adoption typically stalls, and what good data-driven decision-making looks like in practice. Direct experience with ThoughtSpot or a comparable platform is a strong plus.

Stakeholder communication. You communicate clearly and credibly with senior business stakeholders: Directors, VPs, and the occasional C-suite sponsor. You can simplify a complex value story into something a non-technical executive acts on, and you know how to structure a business update that doesn't get ignored.

Structured account management. You're organized and proactive. You can run a multi-threaded account plan, manage competing priorities across a portfolio, and keep stakeholders aligned without needing someone to chase you.

Medium technical depth, used deliberately. You can build Liveboards, configure Spotter agents, and prototype Data Apps well enough to prove a use case. You understand LLMs and can advise customers on where AI adds genuine value to their analytics workflows.

Consultative instinct. You ask before you advise. You listen for the outcome behind the question, and you know when to challenge

📌 AI Outcomes Manager (Melbourne)
🏢 Thoughtspot
📍 Melbourne