The Role We are looking for an experienced Enterprise Account Executive to join our team. The right candidate for this position will have a demonstrated history of success and quota over-achievement selling to enterprise organizations (preferably selling software applications, but software sales not necessary for consideration for role). Ideally, you have sold Business Intelligence, Data Warehousing, or Analytics applications and/or are familiar with the data market. The ability to work independently in a rapidly growing environment is important. We also value the ability to evangelize an evolving product that provides real value to (both!) technical and non-technical audiences. What You'll Do: - Building and maintaining active deal pipeline and quota coverage (experience working with tools such as LinkedIn, Salesforce, and Clari is a plus) - Managing complex deal cycles, from lead origination to closing and expansions - Consistently closing net-new business and expansions by leveraging a “land-and-expand” strategy - Leverage generative AI and advanced automation to personalize customer engagements at scale, using real-time data to dynamically tailor messaging, demos, and proposals - Collaborating with customers, partners, and the larger ecosystem in a consultative sales process - Continuously experiment with emerging tools (e.g., conversational AI, autonomous agents, predictive analytics, and AI-powered deal coaching) and share best practices across the organization - Harness AI-driven insights to craft highly personalized messaging that resonates with each prospect’s unique business challenges, industry context, and decision-making priorities - Utilize advanced AI tools to analyze customer data, market trends, and competitive landscapes, enabling the rapid development of differentiated value propositions tailored for each account - Maintaining strategic oversight of assigned accounts ensuring engagements achieve their intended outcomes - Continuously refine and optimize sales messaging by leveraging AI-powered analytics on engagement metrics, ensuring communications are data-informed and outcome-focused What You Bring: - A hunter’s mentality and a consistent track record of achieving and/ or overachieving your sales quota - Experience of selling within the Business Insights & Analytics Industry is a must have for this role - Experience partnering with AI/ML product teams or participating in early-access / beta programs for new AI technologies - Track record of driving measurable results through the creative application of AI and automation in enterprise sales - Experience of orchestrating complex, direct and indirect sales cycles with multiple technical and business stakeholders, with a particular focus on SaaS and disruptive technologies. - Track record of selling net-new business and expansion opportunities, along with a focus on excellence in pipeline generation & opportunity progression. - Track record in building champions and nurturing / developing relationships - Strong business acumen coupled with experience in MEDDICC and/or Challenger sales methodologies as well as a willingness to learn and the discipline to work on a proven sales process from beginning to end - You have proven ability to engage both high and wide in accounts and can engage effectively with C-level and business line executives The estimated annual base salary range for this role is $110k – $150k 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. #LI-Remote #LI-BN1 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. 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.

The Role We are looking for an experienced Enterprise Account Executive based in Chicago, Austin, Mountain View, or New York. The right candidate for this position will have a demonstrated history of success and quota over-achievement selling to enterprise organizations (preferably selling software applications, but software sales not necessary for consideration for role). Ideally, you have sold Business Intelligence, Data Warehousing, or Analytics applications and/or are familiar with the data market. The ability to work independently in a rapidly growing environment is important. We also value the ability to evangelize an evolving product that provides real value to (both!) technical and non-technical audiences. Location: Texas What You'll Do: - Building and maintaining active deal pipeline and quota coverage (experience working with tools such as LinkedIn, Salesforce, and Clari is a plus) - Managing complex deal cycles, from lead origination to closing and expansions - Consistently closing net-new business and expansions by leveraging a “land-and-expand” strategy - Collaborating with customers, partners, and the larger ecosystem in a consultative sales process - Maintaining strategic oversight of assigned accounts ensuring engagements achieve their intended outcomes What You Bring: - A hunter’s mentality and a consistent track record of achieving and/ or overachieving your sales quota - Experience of selling within the Business Insights & Analytics Industry is a must have for this role - Experience of orchestrating complex, direct and indirect sales cycles with multiple technical and business stakeholders, with a particular focus on SaaS and disruptive technologies. - Track record of selling net-new business and expansion opportunities, along with a focus on excellence in pipeline generation & opportunity progression. - Track record in building champions and nurturing / developing relationships - Strong business acumen coupled with experience in MEDDICC and/or Challenger sales methodologies as well as a willingness to learn and the discipline to work on a proven sales process from beginning to end - You have proven ability to engage both high and wide in accounts and can engage effectively with C-level and business line executives The estimated annual base salary range for this role is $110k – $150k 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. #LI-Remote #LI-BN1 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. 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.

About the Opportunity We’re hiring dynamic self-starters who embrace evangelizing emerging and innovative technology solutions. You will be selling a next generation platform focused on AI identity security for the multi-cloud and agentic era. Be part of this transformational market and growth journey. You Will: - Develop and execute sales strategies; build a territory with a focus on self-generated pipeline, manage sales pursuits to close, and achieve assigned revenue quotas - Identify and qualify leads that fit our ICP through direct prospecting, working with ecosystem partners, and industry involvement - Get alignment to CISO and relevant stakeholders within enterprise accounts, create champions from end users to executive decision makers, and navigate challenges associated with deal progression, budget allocation and securing commitment to purchase - Utilize effective discovery and qualification skills to accurately identify customer pain points and determine business value; while evangelizing and educating customers on how Veza’s solutions can address and solve identity challenges. - Establish, develop and maintain positive business and customer relationships in the territory to maximize market adoption; focus on securing new business opportunities and position for longer term expansion. You Have: - Experience: - Successful track record of achievement selling complex enterprise software and evangelizing disruptive or innovative technology in an emerging and oftentimes highly competitive market. - Ability to penetrate accounts with little pre-existing business and secure net new logos selling identity, security, or enterprise cloud software to enterprise companies. - Relevant industry domain experience i.e. IAM/PAM/IGA, data security, cloud security, compliance, or related with similar complexity that require business case/business value orientation. - Knowledge of territory, key enterprise accounts, ecosystem partners and relationships to leverage. Effective at amplifying market presence and driving adoption. - Ability to sell across multiple buying personas within an account dependent on use case, challenge status quo/legacy solutions, identify problems to solve, decision makers’ criteria and secure advocacy and buy-in. - Effective PG skills, target account selling, solution selling, and consultative sales techniques; knowledge of MEDDPICC as a qualification process, business value analysis and mutual action plans to effectively see an opportunity from top of funnel to close. - Strong executive presence, effective communication and problem solving skills and ability to drive outcomes. - Able to navigate ambiguity and adapt in high growth environments, builder mentality focused on individual and team performance. - Travel as needed, ~25% - Education: - BA/BS degree or equivalent experience required #LI-REMOTE The compensation for this role depends on several factors such as the candidate's skills, qualifications, experience, and work location. For candidates offered a position at the posted job level, the provided range is the expected base salary. This does not include any additional variable compensation, such as commission. Compensation Disclosure $140,000—$175,000 USD Our Culture We’re driven to build a strong company culture and are looking for individuals with solid alignment with the following: - Ownership Mindset - Act with Integrity - Guardians of our Customers - Opinionated Humility - Build Trust, Earn Trust At Veza, your base pay is one part of your total compensation package. For this position, the reasonably expected pay range can be discussed with your recruiter for the level at which this job has been scoped. Your base pay will depend on several factors, including your experience, qualifications, education, location, and skills. In the event that you are considered for a different level, a higher or lower pay range would apply. This position is also eligible for equity and a competitive benefits package. Veza is proud to be an equal opportunity employer. We are committed to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, veteran status, or other applicable legally protected characteristics. We also consider qualified applicants according to applicable federal, state, and local laws. If a candidate with a disability requires an accommodation during the recruitment process, please email recruiting@veza.com About Veza Veza is the identity security company. Identity and security teams use Veza to secure identity access across SaaS apps, on-prem apps, data systems, and cloud infrastructure. Veza solves the blind spots of traditional identity tools with its unique ability to ingest and organize permissions metadata in the Veza Authorization Graph. Global enterprises like Blackstone, Wynn Resorts, and Expedia trust Veza to visualize access permissions, monitor permissions activity, automate access reviews, and remediate privilege violations. Founded in 2020, Veza is headquartered in Redwood City, California, and is funded by Accel, Bain Capital, Ballistic Ventures, GV, Norwest Venture Partners, and True Ventures. Visit us at veza.com and follow us on LinkedIn, Twitter, and YouTube.

• You will play a central role in establishing and expanding our business continuity practice while also developing into our broader cybersecurity portfolio. • You will be responsible for selling our BCM services and positioning us as a strong partner for resilience, crisis preparedness, and operational security. • You will proactively pursue new business opportunities, build a robust pipeline, and develop a clear plan to achieve targets. • In C-level conversations you will understand the challenges of our (prospective) clients, realistically assess needs, and translate them into a compelling value proposition. • Over time you will expand your portfolio to include cybersecurity services from the Microsoft Defender ecosystem (including Managed SOC). • Together with Consulting, SOC Engineering, and Delivery you will support demos, workshops, and tender processes, ensuring technical depth and feasibility go hand in hand. • You will prepare tailored proposals, conduct contract negotiations confidently through to closing, and keep follow-ups, forecasts, and pipeline management in the CRM up to date. • In close coordination with Marketing you will design campaigns, pursue leads, and develop them into real opportunities.