WEBINAR

Cracking Upmarket Deals: A Startup’s Playbook

Attend live and request a demo during the webinar to unlock an exclusive discount of up to 35% on Sprinto.

15th October 2026,

11.00 AM IST

Girish Redekar

Founder & CEO, Sprinto

Rick Hammel

Founder & CEO, Globalli

Moving upmarket can change a company’s trajectory. It also changes who you are selling to. The buyer is no longer one person with a budget and a problem — it’s a committee, a procurement process, a security review, and a set of expectations built around vendors far larger than you.

Most teams find the ceiling the hard way. The product demos well, the champion is genuinely excited, and then the deal goes quiet somewhere between security, legal, and a budget owner nobody has spoken to. The issue is rarely the product. It’s that the company started selling upmarket before it was ready to be bought by an upmarket buyer.

This session is a practical path across that line: knowing when you’re actually ready, defining the buyer worth chasing, choosing a GTM motion that fits your stage, and building the credibility that turns real interest into signed contracts.

You’ll walk away knowing:

What upmarket readiness looks like beyond a solid product and how to separate requirements that serve mid-market and enterprise buyers from requests that serve only a handful of prospects.
How to prove product-market fit is repeatable rather than anecdotal, define an ICP sharp enough to guide both product and sales decisions, and read lost deals for signal instead of noise.
How to move past founder-led growth into a pipeline that runs without you — choosing between top-down and bottom-up, timing your first AE hire, and knowing what not to hand off too early.

Going AI-First: Tips on Acing SOC 2

AI is rapidly becoming embedded in products, workflows, and decision-making systems. But as organizations move faster with AI, compliance expectations evolve.

SOC 2 in the AI era isn’t harder — it’s different. Controls need to account for dynamic data flows, model usage, third-party AI tools, automation layers, and shifting ownership boundaries. Many teams assume existing compliance programs automatically extend to AI initiatives — but gaps in governance, documentation, and accountability often surface during audit readiness.

This session explores how modern teams can align AI adoption with SOC 2 requirements in a way that strengthens trust while preserving speed. We’ll unpack what changes in an AI-enabled environment, how to think about control maturity, and how to design systems that scale responsibly.

Meet our speakers

Pawanjeet Singh

Head of Sales, ClickPost

Syed Shabbeer Ahmed

Associate Director, Sprinto (Moderator)

Meet our speakers

Pawanjeet Singh

Head of Sales, ClickPost

Spent 15 years building revenue engines across enterprise sales — scaling deals at Gartner, taking DemandFarm into new markets across the US, UK and APAC as VP of Sales, and now leading revenue at ClickPost, where he focuses on go-to-market strategy for deeper penetration into the Indian market.

Syed Shabbeer Ahmed

Associate Director, Sprinto (Moderator)

B2B SaaS professional with 9+ years of experience across enterprise growth, sales, and auditing, working with C-level executives across global markets.

Who should attend?

This session is ideal for founders, security leaders, and compliance owners building or scaling AI-enabled systems. If you’re navigating SOC 2 while adopting AI tools, you’ll gain practical clarity on how to stay audit-ready without over-engineering your processes.

Cracking Upmarket Deals: A Startup’s Playbook