Sales Development Representative

About the role

We're looking for a driven, outbound-focused Sales Development Representative (SDR) to help fuel ThoughtSpot's next phase of growth in the US. As a foundational member of our go-to-market team, you'll be responsible for generating high-quality pipeline through strategic outbound prospecting and creative engagement. This is not a traditional SDR role - you'll be at the forefront of how modern sales teams leverage AI, data, and automation to engage buyers more effectively. You'll help evangelize ThoughtSpot's mission to make the world more fact-driven, while using cutting-edge tools and insights to connect with prospects in a highly personalized, relevant way. As the first point of contact for many future customers, you'll play a critical role in shaping how the market understands ThoughtSpot's value across both technical and business audiences.

Responsibilities

• Own outbound prospecting strategy across target accounts to generate qualified meetings and pipeline for Sales Leaders
• Research enterprise organizations to identify key initiatives, buying signals, and trends across data, analytics, and AI
• Leverage generative AI and automation tools to craft highly personalized outreach at scale across email, phone, and social channels
• Use AI-driven insights and real-time data to tailor messaging based on each prospect's industry, role, and business challenges
• Partner closely with Account Executives and Marketing to align on account strategy and convert engagement into qualified opportunities
• Experiment with emerging tools (e.g., conversational AI, automation platforms, intent data) to continuously improve outbound effectiveness
• Build multi-threaded outreach strategies using LinkedIn for social selling, research, and engagement
• Maintain accurate activity tracking, pipeline hygiene, and account insights in Salesforce
• Consistently meet and exceed weekly/monthly pipeline generation targets
• What You Bring:
• Proven success in an outbound SDR or similar pipeline generation role
• A strong "hunter" mentality with a passion for outbound prospecting and creating opportunities from scratch
• Excellent written and verbal communication skills, with the ability to engage both technical and non-technical audiences
• Comfort operating in a fast-paced, evolving environment with a high degree of ownership
• Curiosity and enthusiasm for leveraging AI, automation, and data to improve sales performance
• Ability to translate insights (from tools, data, or research) into compelling, personalized messaging
• Strong organizational and time-management skills with the ability to manage multiple priorities
• A collaborative mindset and willingness to partner cross-functionally with Sales and Marketing
• Positive attitude, resilience, and a desire to grow within a high-performing sales organization
• Preferred:
• Exposure to Business Intelligence, Data Analytics, or Data Warehousing concepts
• Experience using tools like Salesforce, LinkedIn Sales Navigator, or other prospecting platforms
• Early experience experimenting with AI tools (e.g., ChatGPT, automation platforms, or sales engagement tools) in a professional setting
• In Illinois, the estimated annual salary range for this role is $70l - $80k per year.
• 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.
• 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 indu

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