AI Outcomes Leader for Strategic Accounts in Melbourne

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 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 clear 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. Comfortable working across both business and technical stakeholders.
• Business acumen. Think in outcomes, not activities. 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.
• Analytics and BI fluency. 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.
• Stakeholder communication. Communicate clearly and credibly with senior business stakeholders: Directors, VPs, and the occasional C-suite sponsor.
• Structured account management. Organized and proactive. Can run a multi-threaded account plan, manage competing priorities across a portfolio, and keep stakeholders aligned.
• Medium technical depth, used deliberately. Can build Liveboards, configure Spotter agents, and prototype Data Apps well enough to prove a use case.
• Consultative instinct. Ask before you advise. Listen for the outcome behind the question, and know when to challenge a customer's assumptions.

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.

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.
• 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.

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.

ThoughtSpot for All: 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.

If this role excites you and you believe you’re a strong match, we encourage you to apply.