Sr Account Executive - SMB, AMER

📋 Description

• • Own the full sales cycle for Sprinto’s compliance-automation platform across the AMER SMB segment. You will prospect, qualify, demo, negotiate, and close deals that typically range from $5k-$50k ARR, turning security pain into predictable revenue.
• • Build and run a self-sourced pipeline of 3-4× quota coverage by combining cold calling, email sequences, LinkedIn Sales Navigator, partner referrals, and field events. You will partner daily with a dedicated SDR in your pod to convert MQLs into SQLs and compress the sales cycle.
• • Conduct sharp discovery calls with founders, CISOs, and compliance officers to uncover GRC gaps (SOC 2, ISO 27001, HIPAA, PCI-DSS). Translate technical requirements into business impact and map Sprinto workflows to their audit timelines and budget cycles.
• • Deliver high-impact product demos that showcase Sprinto’s continuous-control monitoring, evidence collection, and auditor collaboration features. Tailor each demo to the stakeholder—security, engineering, finance, or legal—so every champion sees clear ROI.
• • Build and execute a territory plan that prioritizes high-velocity verticals (SaaS, FinTech, HealthTech) and logos that fit our ICP. Track TAM, penetration, and win-rate by segment to inform quarterly OKRs and marketing campaign requests.
• • Negotiate commercials and redlines on MSAs, DPAs, and order forms to protect gross-margin targets while accelerating signature. You will run multi-threaded negotiations with procurement, legal, and CFOs to remove blockers and shorten legal cycles.
• • Maintain pristine CRM hygiene in HubSpot: log calls, emails, next steps, MEDDPICC notes, and forecasting data within 24 hours. Produce weekly commit and upside forecasts with 90 %+ accuracy to enable predictable revenue planning.
• • Collaborate cross-functionally with Product Marketing to craft vertical-specific battle cards, with Sales Engineering on custom integrations, and with Customer Success on smooth hand-offs that drive logo retention and expansion.
• • Represent Sprinto at US trade shows, webinars, and virtual conferences. Generate on-site pipeline, capture competitive intel, and amplify our brand as the fastest path to compliance.
• • Mentor junior AEs and SDRs on prospecting tactics, objection handling, and closing techniques. Contribute to our fast-paced, feedback-rich culture by sharing wins, losses, and market insights in weekly GTM stand-ups.