Sprinto is an Autonomous Trust Platform for security, GRC, and risk leaders managing growing complexity across frameworks, vendors, and audits.

Sprinto centralizes trust requirements and deploys AI-driven agents to continuously monitor change, maintain evidence, and execute trust workflows across compliance, audits, vendor risk, and AI governance. Instead of relying on periodic reviews and manual follow-ups, Sprinto keeps your trust posture continuously up to date and audit-ready.

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 modelling the field-first culture you want the team to build. As the segment grows, so does the team underneath you.

• 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.

• 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.