Account Executive - US SMB

Sprinto is an AI\-native GRC platform that helps organisations manage risks, audits, vendor oversight, and continuous monitoring from a single connected platform. With a team of **350\+ employees** serving **3,000\+ customers** across **75\+ countries**, Sprinto combines scale with expertise to deliver trust and compliance. 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 leading organisations including Whatfix, Anaconda, Ultrahuman, WeWork, AI Foundation, and HackerRank, Sprinto supports **300\+ integrations** and **200\+ global security standards**, including SOC 2, ISO 27001, GDPR, HIPAA, and PCI\-DSS. Founded in 2020 by second\-time entrepreneurs Girish Redekar and Raghuveer Kancherla, Sprinto is recognised as a **Leader on G2** in Compliance Automation and has been named a **LinkedIn Top Startup** multiple years in a row. **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?** Sprinto's SMB segment — companies in the 25–150 employee range — is a high\-velocity, high\-volume motion where compliance urgency is real and buying decisions move fast. This is our broadest segment by account count and one of the most important new business engines in the org. The AE we are hiring will own their account book end\-to\-end: prospecting, running deals, and closing — without SDR support. This is a self\-sufficient role for someone who finds energy in a large book, builds their own pipeline, and thrives in a fast\-close, high\-activity environment. ### **What Your Impact Will Look Like:** **Account Book \& Pipeline** * Work a structured account book across the US and Canada — prioritise by intent, tier, and coverage gap * Self\-source the majority of your pipeline through multi\-channel outbound: cold calls, sequencing, LinkedIn, and account\-based targeting * Convert inbound leads quickly while running a parallel outbound motion — both at once, not one or the other **Deal Execution** * Manage full deal cycles — first contact through discovery, demo, proposal, and close * Run structured discovery to surface real pain, timeline, and stakeholders — not just technical requirements * Drive deals to close with clear next steps; handle multi\-contact deals without losing momentum **Rigour \& Collaboration** * Maintain accurate pipeline in HubSpot at all times — stage, close date, and next step current without prompting * Use the full prospecting stack — ZoomInfo, Apollo.io, LinkedIn Sales Nav, Nooks — systematically * Participate in weekly team calls, deal reviews, and coaching sessions as an active contributor ### **What You'll Bring To The Team:** 3–6 years in B2B SaaS, with at least 2 years in a full\-cycle closing role — not pre\-sales, not CS, not SDR * Demonstrated outbound\-driven pipeline generation — you have personally sourced the majority of your pipeline in a prior role and can speak to how * Experience working an assigned account book — you have a system for prioritising accounts, not just a list * Strong cold calling capability — you book meetings on the phone; email alone is not your prospecting strategy * US business hours alignment from India — this is a hard requirement, not a preference * Disciplined CRM use — HubSpot or equivalent; deal data is accurate because you own your pipeline, not because your manager asks * Clear, confident English communication — written and verbal * **Strong Differentiators** Prior experience at a high\-velocity SMB SaaS company running a named\-account, outbound\-first US motion — Freshworks, Zoho, Chargebee, Intercom, or similar * Specific, verifiable quota attainment numbers across at least 2 years — ideally with recognition (President's Club, top performer) * Familiarity with the compliance or security SaaS space — SOC 2, ISO 27001 at a conversational level * * Tool proficiency — ZoomInfo, Apollo.io, LinkedIn Sales Nav, or a comparable prospecting stack ### **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…