Associate Director – Sales, SMB

Sprinto

. Drive pipeline through field presence - Own the in-person motion for India and APAC.

Posted 6/10/2026full-timeRemote • 🇮🇳 IndiaSeniorWebsite

About the role

Key responsibilities & impact

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.

Requirements

What you’ll need

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.

Benefits

Comp & perks

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.

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Hard Skills & Tools

B2B SaaS salessales leadershippipeline strategysales motion developmenttechnical solutions salescompliancesecurityinfrastructuredeveloper toolsremote coaching

Soft Skills

relationship buildingcoachingleadership developmentteam managementstrategic thinkingcommunicationnetworkingaccountabilitycollaborationadaptability