James Smith, SVP EMEA @ ThoughtSpot | Making Revenue Tick – Masterclass Series

“How can we 10X sales productivity without hiring more reps?”

That’s the question James Smith was asked by his CEO - the real answer lies in reimagining your sales process from the bottom up with AI

In this Making Revenue Tick Masterclass, we unpack how ThoughtSpot reengineered their sales strategy by rethinking every part of the system:

🧠 mindset → 🛠️ process → 🔋 people → 🤖 AI.

If you’re a founder or revenue leader scaling from zero to $250M+ ARR, and wondering why sales productivity isn’t scaling, this will fuel your playbook.

🚨 Problems We Tackle:

Why AI can’t save you if your process is broken

The #1 mistake teams make when applying AI to sales

Why hiring “safe” experience hires stalls growth

How most managers are subtracting energy from your org

Why productivity isn’t an output metric — it’s a design decision

🧠 What You’ll Learn:

The 10X question every CEO should ask - and why it unlocks leverage

Why salespeople aren’t being replaced by AI, they’re being freed by it

How to build a human-AI system where the tech handles friction and reps focus on customers

The difference between “adding people” and “multiplying output”

Why spark, adaptability, and learning velocity beat experience on every scaleup curve

What your internal productivity leaks are costing you - and how to spot them fast

🔊 Soundbites That Hit:

“Productivity isn’t about tools - it’s about reimagining how we sell.”

“Not 10% better. 10X different.”

“Safe hires don’t scale. Spark does.”

10X Productivity of Sales in the AI Era:

- The 10X Question That Changed the Game

- AI in Sales: What Everyone Gets Wrong

- Replacing Output Pressure with Leverage Design

- Hiring for SPARK: How to Spot It in Interview

- Sales Process Reengineering: The Untapped Goldmine

- How to Stop Subtracting Energy from Your Teams

- ThoughtSpot’s GTM Reinvention in Action

- Human-Centric AI: Redefining the Rep’s Role

- A Playbook for Scaling Without Adding Busy Teams

🎙️ About the Guest – James Smith

James Smith is the SVP EMEA at ThoughtSpot, where he’s pioneering how AI can be applied to transform the productivity of his GTM team. With a career spanning high-growth SaaS companies including Salesforce and Tableau, James is known for building world-class teams, challenging conventional thinking, and scaling revenue across international markets.

At ThoughtSpot, James leads with a 10X mindset - driving radical innovation in how sales teams operate, collaborate, and grow using AI. He’s passionate about empowering people, hiring for potential over pedigree, and rethinking sales productivity from the ground up. He builds teams who win together.

🔗 Connect with James on LinkedIn and ask him anything about going through this journey

https://www.linkedin.com/in/james-smith-15627941/

🎙️ About the Host – Richard Washington

Richard Washington is co-host of What Makes You Tick, a GTM recruiter, and a trusted advisor to B2B SaaS companies scaling from $0M to $250M+ ARR.

He helps founders build revenue teams that actually perform, with strategy, talent, and execution that scales.

🔗 Follow Richard on LinkedIn → https://www.linkedin.com/in/richwash/

📩 Read his newsletter Growth Magnet → https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928

If this helped, like & subscribe, and ask any question about your own goals with AI and sales productivity.