Business Development Representative
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 of350+ employeesserving3,000+ customersacross75+ countries, Sprinto combines scale with expertise to deliver trust and compliance. Backed by top-tier investors such as Accel, Elevation, and Blume Ventures, weveraised$31.8Min funding to fuel our mission. Trusted by leading organisations including Whatfix, Anaconda, Ultrahuman, WeWork, AI Foundation, and HackerRank, Sprinto supports300+ integrationsand200+ 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 aLeader on G2in Compliance Automation and has been named aLinkedIn Top Startupmultiple years in a row.
Sprint With Sprinters
At Sprinto, your work has purpose and your life has space. We are a workplace where youre 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:
We don’t measure BDRs on activity. We don’t care how many emails you sent, how many calls you made, or how disciplined your sequences look on a dashboard.
We care about one thing: did a real, qualified buyer show up to a demo because of you,and did they convert? Two BDRs can run the same number of touches and one creates 3x the pipeline. The differenceisn’t effort. It’s judgment. Which accounts to chase, which to drop, what to say, when to push,when to wait.
n
What Youll Bring To The Team:
- You have 1 to 2 years of B2B SaaS BDR or SDR experience. We care less about whichcompany than what you produced. Be ready to talk about your numbers, your conversion rates, and what you learned from the accounts that didn’t convert.
- You think in terms of outcomes, not activity. If we ask you what you did last quarter andyour answer is “hit 100% of my activity quota,” we’re not the right fit. We want to hear “Icreated $X in qualified pipeline, here’s how, and here’s what I’d do differently.”
- You’re allergic to spray-and-pray. You’d rather send 5 sharp, researched emails than 50templated ones, because you know which one produces more meetings.
- You’re curious about buyers. You actually want to understand why a Head of Compliance,Head of Engineering, or CTO cares about Sprinto, what their week looks like, what they’reunder pressure to fix. That curiosity is what makes the difference between a genericmessage and one that gets a reply.
- You want the AE seat, and you can tell us specifically why. Not “career growth.” Theactual reason. What about owning deals, running discovery, working with customersexcites you.
- You’re honest about what’s not working. If a campaign is dead, you say so. If yournumbers are off, you don’t hide. The fastest path to AE is being someone who diagnoseshonestly and adjusts fast.
What Your Impact Will Look Like:
- Qualified pipeline from Intent accounts. Not demos booked, but demos done, with the right buyer, that progress past first call. Vanity demos that no-show or get disqualified don’t count.
- Intent-to-demo conversion rate. Of the high-intent accounts assigned to you, how manydo you actually convert into a real conversation? This is the number that separates a goodBDR from an average one.
- Inbound deals conversion into pipeline: demos done to SALs. Of the inbound demosyou run, how many convert into Sales Accepted Leads? A demo that the AE can’tprogress is a demo you shouldn’t have booked. Qualification quality, not quantity, is thebar.
- Feedback into the system. You sit closest to the buyer. When an Intent segment isn’tconverting, you tell Marketing why. When inbound quality drops, you flag it. The campaigngets smarter because of what you noticed.
What This Looks Like in Practice- We don’t have a script for how to hit these outcomes. Different people get there differently. Buthere’s the kind of judgment the role demands:
- Knowing when to skip an account. Not every Intent signal is a buyer. A pricing page visitfrom a 5-person startup that needs SOC 2 in 6 months is a different play from a Director ofSecurity at a 500-person fintech. Treating them the same wastes your week.
- Knowing why someone dropped off, and being right. A half-filled demo form usually isn’t“they got busy.” It’s usually “they weren’t sure we fit, or the timing’s wrong.” Your firstmessage has to address the real reason, not pitch.
- Knowing when an inbound lead is hotter than they look, or colder. The form-fill that says“just exploring” sometimes has a SOC 2 audit in 4 weeks. The one that says “urgent”sometimes has no budget. Reading this fast is the skill.
- Knowing when to stop. If three thoughtful touches haven’t moved an account, the fourthprobably won’t either. Move on. Your time on a dead account is pipeline you didn’t createsomewhere else.
How We Care For Our Sprinters :
Inclusion & Diversity –
n
