Account Manager (SMB) India APAC

Job description

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. Backed by top-tier investors such as Accel, Elevation, and Blume Ventures, we’ve **raised** **$31.8M** in funding to fuel our mission. 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. Sprinto's extensible architecture enables organizations to build and support an infinite number of custom integrations and frameworks. **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. ### **Life as a Sprinter -** Nobody succeeds at Sprinto by staying in their lane. We are organized around problems, not job titles. Sprinters take ownership beyond their role, solve hard problems, and care deeply about the impact they create. If something can be improved, fixed, or built, we don't wait for permission; we step in. Being remote means we rely less on proximity and more on trust. We write things down, communicate openly, and move quickly because great teams aren't built by sitting together, they're built by pulling in the same direction. We believe progress beats perfection, feedback is a gift, and doing the right thing matters, even when nobody is watching. And while we move with urgency, we never move alone. ### **The mission -** Sprinto is building the next phase of its outbound sales engine and this isn't a traditional SDR role. You'll own a Target Account List of US-based mid-market and enterprise companies and run the full outbound motion to get the right GRC buyers in front of our Account Executives. Your mission is simple: map the accounts, find the right people, start meaningful conversations, and consistently create pipeline that turns into revenue. You'll partner closely with an Account Executive carrying a $400K–$600K quota, working on enterprise deals averaging $30K–$60K ACV. You won't just hand over leads—you'll stay close to the deals you create, gaining first-handff exposure to how complex enterprise sales are won. If you're looking for a role that teaches you how to think like an enterprise seller and not just book meetings, this is where that journey begins. ### Where you'll leave your mark? - Own a high-volume portfolio - manage renewals, upsells, and day-to-day relationships across a large number of Launch accounts at once, prioritising by risk and value rather than treating every account the same way. - Run the renewal pipeline - track upcoming renewals well ahead of expiry, forecast accurately, and close on time. A slow renewal process is one of the fastest ways to lose a low-touch account. - Negotiate commercial terms - discuss pricing, discounts, and contract length with confidence, and know when to hold firm versus when to flex, especially on multi-year commitments. - Spot and close expansion opportunities - identify accounts ready to add frameworks (for example, moving from SOC 2 to ISO 27001, or adding GDPR or HIPAA coverage) or upgrade their plan, and pitch these naturally within renewal conversations. - Get ahead of payment issues - monitor invoice and payment health closely, and step in early on failed payments or lapsed billing before it turns into churn. This is one of the biggest causes of loss in this segment. - Work the system, not just the relationship - use CRM workflows, templates, and playbooks to manage volume efficiently instead of trying to hand-hold every account individually. - Partner cross-functionally - coordinate with Customer Success, Sales, Finance, and the compliance/audit team to unblock renewals, resolve billing disputes, and keep forecasts accurate. - Keep records current - log renewal stage, risk flags, and negotiation outcomes in the CRM so the team has an accurate, real-time view of the book. - Report on portfolio health - share regular updates on renewal rates, at-risk accounts, and expansion pipeline with your manager. ## ### The kind of builder we're looking for - Experience: 3-4 years in account management, customer success, renewals, or sales, ideally in SaaS. Experience in security, compliance, or GRC software is a plus, not a requirement. Education: Bachelor's degree preferred; equivalent practical experience is fine. **Skills** - A confident, direct negotiator - comfortable discussing price and terms without getting defensive or over-discounting. - Strong organisational skills - able to juggle a large number of accounts at different stages without letting things slip. - Comfortable with CRM and sales tools, and willing to work off dashboards and structured playbooks rather than ad hoc outreach. - A clear, concise communicator, written and verbal - a lot of this job is fast, high-volume outreach, not long relationship-building calls. - Analytical enough to read account data (usage, payment status, renewal date) and decide what to prioritise. **Personal attributes** - Resilient - comfortable with pushback, price objections, and the occasional lost account, without losing momentum. - Curious about the compliance and security space, or willing to get up to speed quickly on frameworks like SOC 2 and ISO 27001 to have credible conversations. - Proactive - flags risk before it becomes churn, rather than waiting for it to show up in a report. - Comfortable being a small customer's main point of contact, including when they don't have their own compliance expertise.