Sprinto

• Create the conversations that fuel growth - Build consistent, high-quality pipeline through cold calls, thoughtful outreach, and personalised prospecting that earns the attention of the right buyers. • Build outbound systems, not just sequences - Experiment with AI, automation, enrichment, and workflow tools to create smarter, faster, and more effective outbound motions. • Become a trusted partner to your Account Executives - Work closely with your AEs to understand territories, prioritise accounts, and create opportunities that move through the sales funnel with quality—not just quantity. • Master modern outbound selling - Learn how to combine research, commercial instinct, and great conversations with AI-native workflows to create a repeatable prospecting engine. • Improve every week - Measure, experiment, refine, and continuously improve how you work. At Sprinto, we're as interested in the systems you build as the results they produce. • Build the foundation for your sales career - Every customer conversation, outbound experiment, and pipeline milestone will strengthen the commercial instincts that prepare you for larger sales opportunities in the future.

• Master enterprise account strategy - Before the first cold call, you'll map buying committees, understand stakeholder priorities, and identify the right path into every account. You'll develop the strategic account-planning skills that form the foundation of every great enterprise seller. • Build pipeline that fuels revenue - Your outbound motion—calls, emails, LinkedIn, webinars, and creative outreach—will generate qualified conversations that move deals forward. You'll be measured on business impact, not just activity, and learn what it takes to consistently create revenue opportunities. • Own a pipeline from day one - You'll create and manage a disciplined outbound motion across a 30–60 day sales cycle, building the resilience, consistency, and commercial judgment needed to succeed in enterprise sales. • Build AI-powered outbound systems - We expect you to experiment with AI, automation, and smarter ways of working. The workflows, playbooks, and systems you build won't just make you more effective—they'll become part of how Sprinto scales outbound, and a portfolio of work you'll carry throughout your career. • Learn one seat away from closing - By partnering closely with experienced AEs, you'll see how enterprise deals are navigated from first conversation to signed customer. For people who aspire to become Account Executives, this role is designed as a launchpad—not a stop.

• Own every escalation, start to finish. P1/P2 incidents don't get handed off — they get owned. You'll lead triage, drive cross-functional coordination, manage customer communication, and close out post-incident reviews, including the cases AI couldn't close or got wrong. • Keep the shift running, no matter what. You'll run shifts within a global 24/7 follow-the-sun model — clean handoffs, uninterrupted coverage, healthy queues across regions. Nothing falls through the cracks on your watch. • Solve what others can't. The hardest technical tickets — SaaS integrations, REST APIs, SSO (SAML/OIDC), webhooks — land with you. You drive to root cause, not just workarounds. • Hold the AI accountable. Spot-check AI and bot-handled resolutions for accuracy, especially anything touching pricing, security posture, or compliance claims. Decide what needs a human. Turn every miss into a fix in the knowledge base or macro so the bot doesn't repeat it. • Make the team around you better. Coach and level up support engineers through direct mentorship, runbooks, and documentation — including how to work alongside AI well: when to trust a draft, when to override it, and how to spot a confidently wrong answer. • Own queue health and SLA outcomes. Make prioritization calls under load, manage SLA risk across both AI-handled and human queues, and communicate trade-offs clearly to customers and teammates. • Reduce the ticket load, systematically. Build macros, automations, and AI-assisted workflows that measurably cut volume and improve response quality — not just faster firefighting. • Close the loop with Product and Engineering. Surface patterns, flag gaps in AI or KB coverage, and represent the customer's voice in escalations. Recurring issues get fixed, not just managed.

• Lead delivery of DPIAs, ROPA build-outs, privacy program gap assessments, GDPR/DPDP/EU AI Act compliance programs, cross-border transfer assessments (SCCs, adequacy), and privacy notice/policy reviews. • Serve as Sprinto's internal authority on evolving privacy regulation: GDPR enforcement trends, India's DPDP Rules, EU AI Act phased obligations, US state privacy laws (CCPA/CPRA, VCDPA, etc.), and other regional frameworks (PDPL, PIPL) as customer demand requires. • Build and maintain DPIA templates, ROPA templates, legitimate interest assessment frameworks, and AI governance/impact assessment templates mapped to EU AI Act risk tiers. • Define packaging for privacy services (e.g., DPIA-as-a-service, ROPA sprint, privacy program build fixed-fee tiers). • Own pricing, margin, and utilization on your engagement book; forecast capacity for privacy demand. • Partner with Sales/SE/CS on privacy-attach opportunities. • Build AI-assisted DPIA/ROPA generation playbooks with mandatory human validation gates — privacy work carries more interpretive and liability weight than technical control mapping, so review gates should be heavier, not lighter. • Define explicit boundaries/disclaimers: this role provides regulatory/program guidance, not legal advice. Know when to tell a customer to get outside counsel, and don't blur that line under deal pressure. • Support customers navigating regulator inquiries or breach-notification timelines in an advisory capacity only.

• Lead delivery of FedRAMP readiness/authorization support, CMMC Level 1–3 assessments and gap remediation, HITRUST r2 validated assessment preparation, NIST 800-53/800-171 control implementation and SSP development, and NIST CSF maturity assessments. • Provide pre-sales technical validation on federal/complex opportunities — these deals typically need scoping rigor before contract that standard-framework deals don't. • Build and maintain control-mapping libraries, SSP templates, POA&M templates, and evidence-collection playbooks calibrated to the depth federal frameworks require. • Track framework revisions (NIST 800-53 Rev 6, CMMC rule finalization, FedRAMP 20x, etc.) and translate changes into playbook updates promptly — these frameworks move on regulatory timelines, not product timelines. • Define pricing for federal/complex engagements, reflecting higher complexity and duration than standard-framework work. • Own margin and utilization on your engagement book; forecast capacity against a specialized, harder-to-backfill skillset. • Build AI-assisted control-mapping and evidence-review playbooks, with heavier human-review gates than standard frameworks warrant given ATO/certification consequences. • Define QA guardrails specific to federal work: accuracy is non-negotiable given the downstream consequence (loss of certification/authorization eligibility). • Set clear boundaries/disclaimers on what Sprinto's assessment does and doesn't guarantee toward formal certification/authorization outcomes.

• Own delivery for standard-framework engagements: ISO 27001 (implementation & surveillance), SOC 2 Type I/II readiness, GDPR, PCI DSS compliance programs, gap assessments, control/check mapping, internal audits, policy reviews, audit readiness support. • Run multiple concurrent client engagements to a consistent quality bar without close supervision. • Maintain and evolve templates, control-mapping libraries, workshop agendas, and QA rubrics for standard frameworks; keep them current as frameworks revise (ISO 27001:2022 transition-type updates, SOC 2 trust criteria changes, GDPR enforcement guidance). • Extend the library opportunistically to adjacent frameworks (HIPAA, PCI DSS, ISO 42001) as demand grows. • Define pricing/packaging for standard-framework engagements (fixed-fee tiers, retainer options). • Own utilization, margin, and delivery forecasting for your own engagement book. • Partner with Sales/SE/CS to attach and renew standard-framework services; support deal conversion where technical validation is needed. • Build and maintain AI-assisted playbooks for standard frameworks (gap assessment, control mapping, internal audit checklists). • Define structured input forms/checklists so juniors or AI-assisted workflows produce consistent first-draft output. • Set QA guardrails: mandatory source inputs, validation steps, human approval gates. • Establish acceptance criteria and review checkpoints for deliverables. • Flag scope creep early; escalate ambiguous liability questions rather than absorbing them silently.

• Assist engineering teams in identifying and solving challenges related to AI development, focusing on improving efficiency and usability. • Support the development and optimization of AI infrastructure, including pipelines for model training and evaluation. • Contribute to the development and improvement of centralized AI services, such as document parsing, search tools, and integration of large language models (LLMs). • Help evaluate system performance and participate in proposing solutions for optimization. • Actively participate in team discussions, fostering a collaborative and innovative learning environment.

• Driving information security, third-party risk, and privacy outcomes is a team sport. • Build multi-year partnership plans that improve customer outcomes and generate partner-sourced and partner-influenced revenue, while applying appropriate independence and conflict-of-interest safeguards for each partner type. • Drive alliance operational rigor and business review governance with Sprinto and partner senior leaders to ensure accountability against shared commercial targets. • Ensure accountability against agreed partnership outcomes. • Lead cross-functional engagement across Sprinto's sales, customer experience, and product teams to expand partner-driven pipeline and deliver consistent partner-led customer outcomes. • Develop and maintain executive-level relationships with Practice Leaders, Managing Directors, and senior practitioners across the delivery partner ecosystem. • Establish and govern joint go-to-market initiatives, enablement programs, and co-marketing plans with delivery partners, ensuring clear milestones, progress tracking, and executive sponsorship. • Manage commercial and operational alignment between Sprinto's internal teams and delivery partners to resolve conflicts, accelerate deal velocity, and drive new logo and revenue growth. • Identify and develop new use cases and joint solutions with key delivery partners that expand Sprinto's addressable market across compliance frameworks and customer segments. • Build and maintain a coverage-mapped portfolio of delivery partners across all major compliance verticals and customer segments.

• Provide fast, effective customer support across chat, email, Slack, and video (24x7). • Deliver clear, helpful solutions-troubleshooting integrations, APIs, and cloud infrastructure issues. • Proactively identify emerging trends, escalate crucial feedback, and improve documentation. • Stay on the cutting-edge of product developments and security compliance. • Swiftly recognise and manage critical outages, collaborating closely with engineering and leadership teams.

• Lead the development and execution of Sprinto’s strategic alliances and channel partnership strategies, focusing on creating new revenue channels and shall be responsible for designing, optimising & scaling the partner programs. • Identify, recruit, and onboard new partners, including but not limited to : - MSPs, MSSPs, GSIs, and Consulting Partners, with a focus on driving significant revenue growth. • Cultivate deep relationships with partner C-suite executives and decision-makers, driving collaborative efforts and mutual success. • Design and implement joint sales and go-to-market (GTM) strategies with partners, increasing Sprinto’s market penetration. • Lead contract negotiations, growth plans, and deal structuring with partners, ensuring terms are mutually beneficial. • Own partnership-driven revenue targets, managing the end-to-end partner lifecycle from prospecting to revenue generation. • Evaluate partner performance through regular business reviews, recommending improvements to enhance mutual value. • Work closely with sales, product marketing, and solutions teams to ensure partner programs are fully supported with the right tools and resources. • Act as a mentor to internal teams and partners, offering coaching and enablement to drive results. • Ability to build the partnership team ground up, is actively involved in forecasting the resources requirements and collaborates with the Talent Acquisition team to hire best for the team. • Track and report on the success of partnerships using CRM and other sales intelligence systems.