Vice President, Revenue Operations – Global Subscription Sales

• Lead the entire global subscription sales organisation from India
• Establish a high-performance outbound sales culture with daily and weekly expectations for calls, emails, meetings booked, and meetings held
• Drive daily huddles, weekly pipeline reviews, monthly business reviews, and quarterly planning
• Coach Account Executives and leaders on prospecting, discovery, value-based selling, negotiation, and deal closure
• Establish performance expectations, monitor results, address gaps, and implement performance improvement plans
• Design and operationalise a sales structure organised around senior client-facing sellers and junior sales administration support
• Align individual and team targets to revenue and business outcomes
• Support recruitment of Sales Directors and other leadership roles
• Build and manage a 4–5-member RevOps team with India-based analytics and a Microsoft Dynamics CRM specialist
• Own CRM governance, data integrity, adoption, pipeline stages, definitions, data hygiene, and forecasting discipline
• Deliver weekly reporting on revenue, pipeline, customer meetings, account activation, and seller productivity
• Establish sales performance dashboards and leaderboards across Microsoft Teams and WhatsApp
• Implement sales activity and productivity tracking tools
• Partner with leadership and Finance on the Annual Operating Plan, targets, forecasts, and corrective actions
• Define account activation criteria and an activation-to-expansion strategy
• Design and evaluate incentive programmes and SPIFs
• Develop outbound sales programmes for GCCs, BFSI, IT and technology clients, and Middle Eastern markets
• Enable international sales coverage with French- and Arabic-capable sales support
• Equip teams for partner-led and marketplace-led opportunities, including LLM providers and technology marketplaces
• Collaborate with Research and Platform teams to position Frost & Sullivan’s subscription platform

• 15+ years of B2B sales experience
• At least seven years leading large sales teams of 30 or more sellers, preferably through managers and team leaders
• Proven experience in market research, advisory, consulting, business information services, research and analyst firms, data and intelligence platforms, or B2B subscription businesses
• Demonstrated success in building and scaling outbound sales organisations, including high-volume prospecting, SDR/AE models, and meeting-led sales approaches
• Experience selling or leading teams selling subscription-based or recurring-revenue solutions to enterprise clients, ideally across the US, Europe, the Middle East, and APAC from an India-based operation
• Strong Revenue Operations expertise, including pipeline management, forecasting, territory and quota planning, sales analytics, and compensation and incentive design
• Hands-on experience with CRM platforms, preferably Microsoft Dynamics; Salesforce experience will also be considered
• Familiarity with sales engagement and activity-tracking tools
• Strong frontline leadership capability
• Experience selling to GCCs in India, BFSI organisations, or technology clients
• Exposure to partner-led, marketplace-led, or channel-based sales models
• Experience transforming a services- or project-led business into a platform-led or subscription-led revenue model
• Experience working with global leadership teams in a matrixed organisation
• Bachelor’s degree required
• MBA preferred

• Competitive compensation with meaningful performance-linked variable pay
• A collaborative and entrepreneurial work culture
• Global recognition programs
• Flexible work policy and a friendly, open-door environment
• Strong career path with growth opportunities
• Global Recognition - President’s Club & Chairman’s Club Awards
• Continuous learning and coaching
• Attractive Medical and Accident insurance
• Opportunity to influence healthcare transformation with high-impact clients
• Feed your intellectual curiosity by collaborating across all levels of the company across the globe