Associate Director, SMB Segment
Sprinto is an Autonomous Trust Platform that centralizes trust requirements across security frameworks, vendors, and customers.Sprinto autonomously executes tasks needed to maintain trust across compliance, audits, risk management, vendor risk, privacy, and AI governance, enabling organizations to maintain a strong, reliable trust posture without draining operational bandwidth and resources on repetitive tasks.Trusted by over 3,000 organizations across 75 countries, Sprinto helps organizations stay audit-ready, manage real-time risks, and scale fearlessly.
With 300+ native integrations and AI-driven automation, Sprinto supports 200+ global security standards natively, including SOC 2, ISO 27001, GDPR, HIPAA, PCI-DSS, and more.Founded in 2020 by second-time founders Girish Redekar and Raghuveer Kancherla, Sprinto powers compliance for organizations like Whatfix, Encora, Anaconda, Whatnot, Ultrahuman, WeWork, Everstage, AI Foundation, HackerRank, and many more.
Sprint With Sprinters
At Sprinto, your work has purpose — and your life has space. We are a workplace where you're empowered to execute on your most ambitious ideas and deliver your best output in a fast-paced, innovative, and supportive environment.
Joining Sprinto means you will never run alone; you will always have the freedom to take your shot and the support to go farther than you imagined.
What The Role Involves:
We're hiring an Associate Director to own our SMB segment across India and APAC, with the potential to expand into the EU depending on the candidate's background. This is a segment leadership role — you'll be responsible for the strategy, the motion, and the team that executes it.
What makes this role distinct is how the pipeline gets built. In India and APAC, the best sales leaders don't wait for demand generation to bring the meetings to them. They're in the field — meeting customers face to face, showing up in the cities where the deals are, and building relationships that convert because they're real. An ideal week for this person involves a meaningful portion of time in front of customers, not behind a screen.
You'll lead a team of Team Leads, each running a pod of AEs. Your job is not day-to-day deal management — it's building the playbooks that make the team predictable, developing your TLs into leaders, and personally modeling the field-first culture you want the team to build. As the segment grows, so does the team underneath you.
What Your Impact Will Look Like:
- Drive pipeline through field presence - Own the in-person motion for India and APAC. You'll build and maintain a strong network of SMB decision-makers in the region, personally model the field-first culture you want the team to replicate, and make in-person pipeline a first-class metric — not an afterthought.
- Build and own the segment playbook - Design the full-funnel pipeline strategy across outbound, field, and inbound channels. Document it into playbooks your TLs can execute. Own the commercial standards — multi-year deal rate, annual billing, pricing discipline — built into the motion, not enforced deal by deal.
- Develop your leaders - Your primary coaching surface is your Team Leads, not your AEs. You'll grow TLs from strong operators into strategic leaders who can manage their pods independently — including the parts of the team that operate remotely or with less frequent travel.
- Own the segment strategy - Set the direction for SMB in India and APAC for the next 2–3 years. Define what winning looks like, build the business case for the investments needed to get there, and manage to the leading indicators that predict outcomes before the end of quarter.
- Work across the business - Partner closely with Marketing, Finance, Product, and Ops as a co-owner of the outcomes that depend on them. Build and sustain those relationships deliberately — not through escalation.
What You'll Bring To The Team:
- 8+ years in B2B SaaS sales, with at least 4 years in a sales leadership role owning a specific region or segment. Experience selling technical solutions — compliance, security, infrastructure, or developer tools — to a CTO, CISO, or Head of Engineering buyer.
- A proven field seller at heart. You've built a pipeline through in-person relationships, not just inbound and outbound sequences, and you know how to make a customer meeting count.
- A strong network of SMB decision-makers in India that you're willing to activate. Relationships with technical buyers — CTOs, CISOs, Heads of Engineering — are a meaningful advantage in this role.
- Experience building a sales motion from the ground up — outbound, field, or partnerships — and making it repeatable enough for a team to execute without you.
- A track record of developing leaders, not just managing performers. You've coached someone through the transition from top closer to team leader.
- Comfortable managing a distributed team where not everyone travels as frequently as you do. Remote coaching and accountability are part of the job.
- Based in a city with strong domestic and international airport connectivity — Bengaluru, Mumbai, Delhi, or Hyderabad. Willing to travel significantly across India and the region.
How We Care For Our Sprinters :
- Work wherever you are: We're 100% remote, so you get to choose if you want to work from home, cafe, hills or beaches.
- Co-working, on the house: If co-working is your jam, we offer a generous annual allowance of up to INR 14,000 annually* for social working.
- We care about your learning: We are invested in seeing you grow, and commit USD 1000 annually to help you level up your skills.
- We count your spark, not your leaves: We care about you not just as an employee, but as a person. So if you need a reset, make use of Unlimited leaves.
- Your Safety Net, Woven in: We take care of the what-ifs. From health insurance with coverage up to INR 10 lakh for you and your family, to accident protection of an additional INR 10 lakh, and life insurance worth 3× your annual salary, our benefits wrap you and your family in protection so you can focus on thriving.
- Workspace setup of your dreams: Work from anywhere, and if that's home, we'll chip in INR 35,000 to help you create a space that's as effortless as your workflow.
Inclusion & Diversity - Sprinto is an equal opportunity employer and does not discriminate on the basis of race, colour, religion, gender, sexual orientation, age, disability, or any other protected status.You are welcome at Sprinto for who you are, and we encourage you to bring your complete selves to work.Our culture is built on the strength of diverse thinking — when people with different perspectives, ideas, and ways of solving problems come together, it fuels collaboration and accelerates our mission.
At Sprinto, we are passionate about inclusivity and making sure our entire recruitment process is accessible to everyone.Please share your request for reasonable accommodations at any stage of the application or interview process; we want to ensure everyone feels heard and seen.
Associate Director, SMB Segment
Sprinto is an Autonomous Trust Platform that centralizes trust requirements across security frameworks, vendors, and customers.Sprinto autonomously executes tasks needed to maintain trust across compliance, audits, risk management, vendor risk, privacy, and AI governance, enabling organizations to maintain a strong, reliable trust posture without draining operational bandwidth and resources on repetitive tasks.Trusted by over 3,000 organizations across 75 countries, Sprinto helps organizations stay audit-ready, manage real-time risks, and scale fearlessly.
With 300+ native integrations and AI-driven automation, Sprinto supports 200+ global security standards natively, including SOC 2, ISO 27001, GDPR, HIPAA, PCI-DSS, and more.Founded in 2020 by second-time founders Girish Redekar and Raghuveer Kancherla, Sprinto powers compliance for organizations like Whatfix, Encora, Anaconda, Whatnot, Ultrahuman, WeWork, Everstage, AI Foundation, HackerRank, and many more.
Sprint With Sprinters
At Sprinto, your work has purpose — and your life has space. We are a workplace where you're empowered to execute on your most ambitious ideas and deliver your best output in a fast-paced, innovative, and supportive environment.
Joining Sprinto means you will never run alone; you will always have the freedom to take your shot and the support to go farther than you imagined.
What The Role Involves:
We're hiring an Associate Director to own our SMB segment across India and APAC, with the potential to expand into the EU depending on the candidate's background. This is a segment leadership role — you'll be responsible for the strategy, the motion, and the team that executes it.
What makes this role distinct is how the pipeline gets built. In India and APAC, the best sales leaders don't wait for demand generation to bring the meetings to them. They're in the field — meeting customers face to face, showing up in the cities where the deals are, and building relationships that convert because they're real. An ideal week for this person involves a meaningful portion of time in front of customers, not behind a screen.
You'll lead a team of Team Leads, each running a pod of AEs. Your job is not day-to-day deal management — it's building the playbooks that make the team predictable, developing your TLs into leaders, and personally modeling the field-first culture you want the team to build. As the segment grows, so does the team underneath you.
What Your Impact Will Look Like:
- Drive pipeline through field presence - Own the in-person motion for India and APAC. You'll build and maintain a strong network of SMB decision-makers in the region, personally model the field-first culture you want the team to replicate, and make in-person pipeline a first-class metric — not an afterthought.
- Build and own the segment playbook - Design the full-funnel pipeline strategy across outbound, field, and inbound channels. Document it into playbooks your TLs can execute. Own the commercial standards — multi-year deal rate, annual billing, pricing discipline — built into the motion, not enforced deal by deal.
- Develop your leaders - Your primary coaching surface is your Team Leads, not your AEs. You'll grow TLs from strong operators into strategic leaders who can manage their pods independently — including the parts of the team that operate remotely or with less frequent travel.
- Own the segment strategy - Set the direction for SMB in India and APAC for the next 2–3 years. Define what winning looks like, build the business case for the investments needed to get there, and manage to the leading indicators that predict outcomes before the end of quarter.
- Work across the business - Partner closely with Marketing, Finance, Product, and Ops as a co-owner of the outcomes that depend on them. Build and sustain those relationships deliberately — not through escalation.
What You'll Bring To The Team:
- 8+ years in B2B SaaS sales, with at least 4 years in a sales leadership role owning a specific region or segment. Experience selling technical solutions — compliance, security, infrastructure, or developer tools — to a CTO, CISO, or Head of Engineering buyer.
- A proven field seller at heart. You've built a pipeline through in-person relationships, not just inbound and outbound sequences, and you know how to make a customer meeting count.
- A strong network of SMB decision-makers in India that you're willing to activate. Relationships with technical buyers — CTOs, CISOs, Heads of Engineering — are a meaningful advantage in this role.
- Experience building a sales motion from the ground up — outbound, field, or partnerships — and making it repeatable enough for a team to execute without you.
- A track record of developing leaders, not just managing performers. You've coached someone through the transition from top closer to team leader.
- Comfortable managing a distributed team where not everyone travels as frequently as you do. Remote coaching and accountability are part of the job.
- Based in a city with strong domestic and international airport connectivity — Bengaluru, Mumbai, Delhi, or Hyderabad. Willing to travel significantly across India and the region.
How We Care For Our Sprinters :
- Work wherever you are: We're 100% remote, so you get to choose if you want to work from home, cafe, hills or beaches.
- Co-working, on the house: If co-working is your jam, we offer a generous annual allowance of up to INR 14,000 annually* for social working.
- We care about your learning: We are invested in seeing you grow, and commit USD 1000 annually to help you level up your skills.
- We count your spark, not your leaves: We care about you not just as an employee, but as a person. So if you need a reset, make use of Unlimited leaves.
- Your Safety Net, Woven in: We take care of the what-ifs. From health insurance with coverage up to INR 10 lakh for you and your family, to accident protection of an additional INR 10 lakh, and life insurance worth 3× your annual salary, our benefits wrap you and your family in protection so you can focus on thriving.
- Workspace setup of your dreams: Work from anywhere, and if that's home, we'll chip in INR 35,000 to help you create a space that's as effortless as your workflow.
Inclusion & Diversity - Sprinto is an equal opportunity employer and does not discriminate on the basis of race, colour, religion, gender, sexual orientation, age, disability, or any other protected status.You are welcome at Sprinto for who you are, and we encourage you to bring your complete selves to work.Our culture is built on the strength of diverse thinking — when people with different perspectives, ideas, and ways of solving problems come together, it fuels collaboration and accelerates our mission.
At Sprinto, we are passionate about inclusivity and making sure our entire recruitment process is accessible to everyone.Please share your request for reasonable accommodations at any stage of the application or interview process; we want to ensure everyone feels heard and seen.
