Vice President, Revenue Operations – Global Subscription Sales

This is a fully remote position, open to applicants in India.

📋 Description

• Oversee the global subscription sales organization from India.

• Cultivate a high-performance outbound sales environment with daily and weekly objectives for calls, emails, booked meetings, and conducted meetings.

• Facilitate daily huddles, weekly pipeline assessments, monthly business evaluations, and quarterly strategic planning.

• Mentor Account Executives and leaders on prospecting, discovery, value-based selling, negotiation, and closing deals.

• Set performance expectations, track results, address deficiencies, and execute performance enhancement plans.

• Design and implement a sales structure focused on senior client-facing sellers supported by junior sales administration personnel.

• Align individual and team objectives with revenue and business outcomes.

• Assist in the recruitment of Sales Directors and other leadership positions.

• Build and supervise a RevOps team of 4-5 members, including India-based analytics and a Microsoft Dynamics CRM expert.

• Manage CRM governance, ensuring data integrity, adoption, pipeline stages, definitions, data hygiene, and forecasting discipline.

• Provide weekly updates on revenue, pipeline status, customer meetings, account activation, and seller productivity.

• Create sales performance dashboards and leaderboards across Microsoft Teams and WhatsApp.

• Deploy sales activity and productivity tracking tools.

• Collaborate with leadership and Finance on the Annual Operating Plan, targets, forecasts, and corrective measures.

• Define account activation criteria and strategies for activation-to-expansion.

• Design and assess incentive programs and SPIFs.

• Develop outbound sales initiatives targeting GCCs, BFSI, IT and technology clients, and markets in the Middle East.

• Facilitate international sales coverage with sales support fluent in French and Arabic.

• Equip teams for partner-led and marketplace-driven opportunities, including LLM providers and technology marketplaces.

• Partner with Research and Platform teams to enhance Frost & Sullivan’s subscription platform.

⛳️ Requirements

• Over 15 years of experience in B2B sales.

• Minimum of seven years leading large sales teams of 30 or more, preferably through managers and team leaders.

• Proven track record in market research, advisory, consulting, business information services, research and analyst firms, data and intelligence platforms, or B2B subscription enterprises.

• Demonstrated ability to build and scale outbound sales organizations, including high-volume prospecting, SDR/AE models, and meeting-led sales strategies.

• Experience in selling or leading teams that sell 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 expertise in Revenue Operations, including pipeline management, forecasting, territory and quota planning, sales analytics, and designing compensation and incentives.

• Hands-on experience with CRM platforms, preferably Microsoft Dynamics; Salesforce experience will also be considered.

• Familiarity with sales engagement and activity-tracking tools.

• Strong capability in frontline leadership.

• Experience selling to GCCs in India, BFSI organizations, or technology clients.

• Exposure to partner-led, marketplace-led, or channel-based sales models.

• Experience in transforming a service- or project-led business into a platform-led or subscription-led revenue model.

• Experience collaborating with global leadership teams in a matrixed organization.

• Bachelor’s degree is required.

• MBA is preferred.

🏝️ Benefits

• Competitive compensation with significant performance-based variable pay.

• A collaborative and entrepreneurial work culture.

• Global recognition programs.

• Flexible work policy and a friendly, open-door atmosphere.

• Strong career development path with growth opportunities.

• Global Recognition - President’s Club & Chairman’s Club Awards.

• Ongoing learning and coaching opportunities.

• Attractive medical and accident insurance.

• Opportunity to influence healthcare transformation with high-impact clients.

• Satisfy your intellectual curiosity by collaborating across all levels of the company globally.