Senior Lead- GTM Strategy and Operations

Sprinto
is a leading platform that automates information security compliance. By raising the bar on information security, Sprinto ensures compliance, healthy operational practices, and the ability for businesses to grow and scale with unwavering confidence. We are a team of
300+ employees
& helping
2500+ Customers
across
75+ Countries
. We are funded by top investment partners
Accel, ELEVATION & Blume Ventures
and have raised
31.8 Million USD
in funding, including our latest
Series B
round.

Role Summary -
Reporting directly to the Associate Director of Revenue Strategy & Operations, you will play a pivotal role in driving and optimising end-to-end revenue strategy for the business unit across Sprinto. As the
Senior
Lead- GTM Strategy and Operations
, you will collaborate across sales, marketing, customer success, product, and finance to ensure alignment on metrics, workflows, and AI-driven tools that fuel sustainable revenue growth. This role demands strategic thinking, process leadership, and the ability to influence cross-functional teams toward common goals.

What are the key responsibilities of the role?

• Some key responsibilities of the role are :
• GTM Strategy & Process Excellence
• Design & Implementation: Architect scalable processes for sales, marketing, and customer success to accelerate revenue growth and improve customer experience
• Process Optimisation: Identify inefficiencies across the revenue cycle and implement improvements using analytics and automation
• Create Scalable Systems: Evaluate, integrate, and champion tools that enhance the customer journey and drive operational efficiency
• Revenue Analytics & Insights
• KPI Management: Define, track, and communicate key metrics (pipeline health, revenue attainment, churn, expansion) to stakeholders
• Data Analysis & Reporting: Deliver timely, accurate insights leveraging CRM, BI, and financial systems to guide decision-making
• AI-Driven Initiatives: Lead predictive analytics projects, translating findings into actionable business strategies
• 1. Forecasting & Planning
• Forecast Ownership: Develop and maintain revenue forecasts and scenario models to support strategic decisions
• Planning Support: Partner with leadership and cross-functional teams on quarterly and annual revenue planning and target setting
• AI/ML Enablement: Drive adoption of AI/ML forecasting tools and educate stakeholders on their applications and limitations
• 1. Cross-Functional Leadership
• Strategic Alignment: Ensure seamless collaboration and data flow across sales, marketing, and customer success
• Project Management: Lead cross-functional initiatives, workshops, and pipeline management best practices
• Mentorship: Provide guidance and thought leadership to junior team members, fostering a culture of learning and improvement

What are the key requirements of the role?

• 4-7 years of progressive responsibility in revenue strategy & operations, business Operations, SaaS/high-growth environment. Prior consulting experience is a Plus.
• Proven track record in process optimisation, automation, and tools management that directly improves revenue efficiency
• Deep understanding of SaaS business metrics and the ability to turn data into actionable strategies
• Expertise in managing GTM tech stack (HubSpot, Apollo, Clari, JustCall, and similar tools)
• Exceptional problem-solving and stakeholder management skills, with the ability to collaborate across multiple functions
• Project management proficiency, handling multiple priorities with speed, precision, and a bias for action
• Self-starter with high ownership, eager to drive impact in a fast-paced, results-driven environment.
• Education: Bachelor's degree in business, Marketing, Analytics, or a related field; an advanced degree (MBA or Master's) is a plus

Benefits -

• Remote First Policy
• 5 Days Working With FLEXI Hours
• Group Medical Insurance (Parents, Spouse, Children)
• Group Accident Cover
• Company-Sponsored Device
• New Skill Development Reimbursement Policy

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.