Account Manager (SMB) North America

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 **4,000 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. ### Where you'll leave your mark? - Own a **high-volume Launch portfolio** — renewals, upsells, and day-to-day relationships across a large book of startup and early-stage SMB accounts, prioritising by **risk and value** rather than treating every account the same way. - Run the **renewal pipeline** end to end — track renewals well ahead of expiry, **forecast accurately**, and close on time; a slow renewal is the fastest way to lose a low-touch account. - **Negotiate commercial terms** with confidence — pricing, discounts, and contract length, knowing when to hold firm and when to flex, especially on multi-year commitments. - Spot and close **expansion opportunities** — accounts ready to add frameworks (SOC 2 to ISO 27001, GDPR, HIPAA) or upgrade plans, pitched naturally within renewal conversations. - Get ahead of **payment and billing risk** — step in early on failed payments or lapsed billing before it turns into churn, 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, keeping renewal stage, risk flags, and outcomes logged in real time. - Partner **cross-functionally** with Customer Success, Sales, Finance, and the audit team to unblock renewals, resolve billing disputes, and report regularly on **portfolio health**. ### The kind of builder we're looking for - - **2–4 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. - A **confident, direct negotiator** — comfortable discussing price and terms without getting defensive or over-discounting. - **Strong organisational discipline** — able to juggle a large number of accounts at different stages without letting things slip, working off dashboards and structured playbooks rather than ad hoc outreach. - A **clear, concise communicator**, written and verbal — this 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 each day. - **Resilient and proactive** — comfortable with pushback, price objections, and the occasional lost account, and flags risk before it shows up in a report. - **Curious about compliance and security** — or willing to get up to speed quickly on SOC 2 and ISO 27001 to be a credible main point of contact for lean teams without their own compliance staff.