Associate Director, GTM Strategy

1 day ago

Bengaluru, Karnataka, India Sprinto Full time ₹ 15,00,000 - ₹ 60,00,000 per year
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 32 Million USD in funding, including our latest Series B round.
Role Summary - We are looking for a strategic and execution-focused Associate Director, Revenue Planning & Operations to drive GTM strategy & operational excellence, which enables scalable growth for Sprinto. This role is at the heart of our revenue engine, ensuring seamless collaboration between Sales, Marketing, Customer Onboarding, Customer Support, Account Management & Customer Success. This is a highly critical role which will remove friction & future proof the business growth through strategic planning, effective monitoring, timely tactical interventions, designing scalable systems & processes and driving technology enablement.
If you thrive in a high growth environment with meritocratic culture, then this is the perfect opportunity to own, influence, and transform our revenue operations function. What are the key responsibilities of the role?
  • Strategic Partnership: Serve as a trusted thought partner to GTM leadership, proactively identifying and solving the most pressing revenue challenges through the right mix of data, processes, and technology.
  • Data-Driven Planning & Insights: Lead strategic planning and analytics for GTM teams, delivering actionable insights that strengthen forecasting accuracy, territory design, and overall operational effectiveness.
  • Revenue Process Design: Architect and continuously optimize scalable, repeatable processes that remove inefficiencies, improve funnel conversion, and drive revenue growth across GTM teams.
  • Continuous Improvement: Regularly audit and refine workflows, leveraging data and feedback loops to enhance productivity, scalability, and business impact.
  • GTM Program Management: Manage book-of-business assignments, rotations, and incentive structures, ensuring fairness, transparency, and precise coordination with Finance for payouts.
  • GTM Systems Ownership: Own the end-to-end GTM tech stack (HubSpot, Apollo, Clari, JustCall, and others), including evaluation, implementation, integration, and governance, ensuring a seamless operating environment for GTM teams.
  • Change Management & Enablement: Drive adoption of new tools and processes by designing training, playbooks, and enablement programs that embed operational excellence across teams.
What are the key requirements of the role?
  • Experience: 8+ years of experience out of which minimum 4 years should be in Revenue Operations, Business Operations, or Strategy roles within a high-growth SaaS, IT Services or Consulting company.
  • Strategic Leadership: Proven ability to design and execute GTM strategies that drive measurable revenue impact.
  • Process & Systems Expertise: Deep knowledge of revenue process optimization and GTM systems management.
  • Data-Driven Mindset: Strong analytical skills with the ability to transform complex data into actionable insights.
  • Change Leadership: History of driving cross-functional alignment and leading organizational change initiatives.
  • People Management: Experience managing and scaling small-to-medium teams (4+ members).
  • Execution Excellence: Bias for action, ability to prioritize in a fast-paced environment, and track record of delivering results.
  • Education: MBA from a Tier-1 institution preferred (not mandatory)
Benefits -
  • Remote First Policy.
  • 5 Days Working With FLEXI Hours.
  • Group Medical Insurance (Parents, Spouse, Children).
  • Group Accident Cover.
  • Company Sponsored Device.
  • Education 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.

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