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Senior Lead, Sales Operations & Strategy

Sprinto

Key Facts

Remote From: 
India
Full time
Senior (5-10 years)
14 - 35K yearly
English

Other Skills

  • •
    Communication
  • •
    Dealing With Ambiguity
  • •
    Analytical Thinking
  • •
    Strategic Thinking

Roles & Responsibilities

  • 4–7 years of experience in RevOps, Business Ops, or GTM in SaaS/high-growth environments; consulting experience is a plus
  • Proven track record in process automation that improves revenue efficiency
  • Strong understanding of SaaS metrics (ARR, NRR, CAC, LTV, churn, pipeline velocity) and ability to translate data into action
  • Hands-on experience with GTM tech stack (HubSpot, Apollo, Clari, JustCall, etc.) and fluency in AI/ML for forecasting, analytics, and automation; Bachelor’s degree required; MBA/Master’s is a plus

Requirements:

  • Sales Process Excellence: Audit the demo-to-customer lifecycle to identify friction and unlock conversion opportunities; design and implement process improvements; own GTM playbooks and engagement rules across the Sales tech stack
  • Business Reviews and Performance Intelligence: Lead weekly and monthly business reviews end-to-end, build dashboards, and translate multi-source data into actionable insights with executive narratives
  • Forecasting and Planning: Own forecasting with scenario models, conduct forecast vs. actual analyses, and partner with Sales leadership to set data-backed targets and drive AI/ML adoption in forecasting
  • Cross-Functional Leadership: Serve as the operational bridge across Sales, Marketing, and Customer Success, drive pipeline-management initiatives, and mentor junior team members

Job description

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?

Reporting to the Associate Director of Revenue Strategy & Operations, the Senior Lead — Sales Operations will drive and optimise Sprinto’s end-to-end revenue strategy. You will partner across Sales, Marketing, Customer Success, Product, and Finance to align on metrics, workflows, and AI-driven tools that enable sustainable growth.

This is a high-ownership role requiring strategic thinking, process leadership, and cross-functional influence — not analytical support.

This role is for you if:

  • You have built and scaled GTM processes in a fast-growing SaaS environment.

  • You are comfortable both in deep analysis and influencing senior stakeholders

  • You want to own the revenue operating model, not just report on it 


What Your Impact Will Look Like:

1. Sales Process Excellence

  • Audit the demo-to-customer lifecycle to identify friction and unlock conversion opportunities

  • Design and implement process improvements that reduce manual effort and accelerate cycle times

  • Own GTM playbooks, rules of engagement, and ensure best practices across the Sales tech stack (HubSpot, Apollo, Clari, JustCall, etc.)

    • 2. Business Reviews & Performance Intelligence

  • Lead Weekly and Monthly Business Reviews end-to-end, from data synthesis to executive narratives

  • Build dashboards that surface leading indicators and enable proactive decision-making

  • Translate complex, multi-source data into clear insights with actionable recommendations

    • 3. Forecasting & Planning

  • Own forecasting with scenario models to support quarterly and annual planning

  • Run forecast vs. actual reviews with root-cause analysis and course-correction plans

  • Partner with Sales leadership to set bottoms-up, data-backed targets and drive AI/ML adoption in forecasting

    • 4. Cross-Functional Leadership

  • Act as the operational bridge across Sales, Marketing, and Customer Success, ensuring clean data flows and aligned execution

  • Lead cross-functional initiatives to strengthen pipeline management from qualification to close

  • Drive strategic projects and mentor junior team members to build operational rigour


    • What You’ll Bring To The Team:

    We need a proven operator with the strategic instincts of a consultant and the execution discipline of someone who has worked inside a high-growth GTM team. You combine strong analytical capability with the ability to influence cross-functional stakeholders and drive outcomes.

  • Experience: 4–7 years in RevOps, Business Ops, or GTM in SaaS/high-growth environments; consulting experience is a plus

  • Process & Automation: Proven track record in process optimisation that improves revenue efficiency

  • SaaS Metrics: Strong understanding of ARR, NRR, CAC, LTV, churn, and pipeline velocity, with the ability to translate data into action

  • GTM Tech Stack: Hands-on expertise with tools like HubSpot, Apollo, Clari, JustCall, and similar platforms

  • AI/ML Fluency: Experience leveraging AI/ML for forecasting, analytics, and automation — from evaluation to adoption

  • Cross-Functional Influence: Strong stakeholder management across Sales, Marketing, CS, and Finance

  • Project Leadership: Ability to manage multiple priorities with speed and precision

  • Mindset: High ownership, outcomes-driven, and thrives in ambiguity

  • Education: Bachelor’s degree required; MBA/Master’s is a plus 


    • 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 seen.
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