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Vice President, Revenue Operations – Global Subscription Sales
Frost & Sullivan. Lead the entire global subscription sales organisation from India .
Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates extensive experience in leading high-performance outbound sales organizations, with a strong focus on revenue operations, pipeline management, and subscription-based sales strategies. Proven ability to coach teams, implement performance improvement plans, and drive sales productivity through effective use of CRM tools and analytics.
Highest-signal resume keywords
B2B Sales ExperienceRevenue Operations ExpertiseMicrosoft Dynamics CRMLeadership of Large Sales TeamsSubscription-Based Sales
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
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Hard Skills
Pipeline ManagementSales AnalyticsCompensation DesignHigh-Volume ProspectingForecastingTerritory PlanningAccount Activation StrategySales Performance TrackingData IntegritySales Engagement Tools
Soft Skills
Frontline LeadershipCoachingCollaborationPerformance MonitoringCommunication
Tools & Technologies
Microsoft DynamicsSalesforceCRM PlatformsSales Activity Tracking ToolsMicrosoft TeamsWhatsApp
Certifications & Qualifications
Bachelor's DegreeMBA Preferred
Industry Keywords
B2B Subscription BusinessesMarket ResearchAdvisory ServicesData and Intelligence PlatformsGCCsBFSITechnology ClientsChannel-Based Sales ModelsPlatform-Led Revenue ModelInternational Sales Coverage
About the role
Key responsibilities & impact- 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
Requirements
What you’ll need- 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
Benefits
Comp & perks- 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