About Frost & Sullivan

Frost & Sullivan is a global growth strategy and market research firm that has helped organisations identify and capitalise on growth opportunities for more than six decades.

Our recurring-revenue subscription business includes Growth Opportunity Analytics (GOA), Growth Analytics, and Growth Generator, providing corporates, governments, and investors with continuous access to research, analytics, and AI-enabled growth platforms.

As we accelerate the growth of this business, we are transforming our sales organisation through a client-centric structure, a data-driven Revenue Operations engine, and expanded go-to-market channels, including Global Capability Centres (GCCs), BFSI, the Middle East, and LLM and technology marketplaces.

The Role

We are seeking a hands-on revenue leader to lead our global subscription sales organisation from India. This role will own the operating engine that converts outbound sales activity into qualified pipeline, pipeline into activated accounts, and activated accounts into sustainable recurring revenue.

This is a frontline sales leadership role, not a back-office operations position. You will establish a high-performance sales culture, drive accountability for activity and outcomes, and build the systems, analytics, and operating cadence required to make revenue performance measurable and predictable.

You will also build and lead a dedicated RevOps team responsible for delivering accurate, actionable business intelligence and performance reporting to support leadership decision-making.

Reports To: Partner / Head of Global Subscription Business and Leadership Team

Team: Global Subscription Sales, including Account Executives, Sales Directors, Sales Support, and the Revenue Operations (RevOps) and Sales Productivity team, including the India-based analytics team and Microsoft Dynamics CRM specialist.

Key Responsibilities

Lead and Manage the Global Subscription Sales Floor
Lead the entire subscription sales organisation, working directly and through Sales Directors and Leaders.
Establish a high-performance outbound sales culture with clear daily and weekly expectations for calls, emails, meetings booked, and meetings held.
Drive the sales operating cadence through 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 clear performance expectations, monitor results, address gaps proactively, and implement performance improvement plans where required.
Design and Implement the Sales Structure
Design and operationalise a sales model organised around senior client-facing sellers, including Senior Vice Presidents (SVPs) and Directors, supported by junior team members handling sales administration and documentation.
Align individual and overall team targets to ensure shared accountability for revenue and business outcomes.
Ensure teams are appropriately staffed, equipped, and managed against clearly defined performance metrics.
Support the identification and recruitment of Sales Directors and other leadership roles as the organisation scales.
Build and Lead Revenue Operations and Sales Productivity
Build and manage a 4–5-member RevOps team comprising an India-based analytics function and a Microsoft Dynamics CRM specialist.
Own CRM governance, data integrity, and adoption, including pipeline stages, standard definitions, data hygiene, and forecasting discipline within Microsoft Dynamics.
Deliver accurate weekly reporting on revenue, pipeline, customer meetings, account activation, and seller productivity.
Establish transparent sales performance dashboards and leaderboards across Microsoft Teams and WhatsApp to drive accountability for meetings, pipeline creation, and closures.
Implement and manage sales activity and productivity tracking tools, with scope to extend similar capabilities to research and consulting teams.
Own Revenue Planning, Forecasting, and Performance Management
Partner with business leadership and Finance to develop, execute, and track the Annual Operating Plan (AOP), including committed and stretch targets for revenue, account activation, customer meetings, and pipeline creation.
Develop accurate weekly and monthly forecasts, identify risks and performance gaps early, and drive corrective actions.
Define and enforce clear criteria for account activation and establish an activation-to-expansion strategy to maximise customer lifetime value.
Design, implement, and evaluate incentive programmes and Sales Performance Incentive Funds (SPIFs) to accelerate account activation and pipeline generation.
Expand Market Coverage and Go-to-Market Channels
Develop targeted outbound sales programmes for priority segments, including GCCs in India, BFSI, IT and technology clients, while supporting expansion across Middle Eastern markets.
Enable international sales coverage through appropriate language-capable sales support, including French and Arabic.
Equip sales teams to pursue partner-led and marketplace-led opportunities, including LLM providers and technology marketplaces, through clearly defined sales plays and pitch materials.
Collaborate with Research and Platform teams to position Frost & Sullivan’s subscription platform as a core component of the customer value proposition.

Key Performance Indicators (KPIs)

Success in this role will be measured against the following outcomes:

Subscription revenue achievement against AOP, including committed and stretch targets.
Number of customer accounts activated and expanded.
Qualified pipeline generated and pipeline coverage against revenue targets.
Customer meetings booked and completed per seller.
Sales productivity, including activity levels, conversion rates, ramp-up time, and quota attainment.
Forecast accuracy and CRM data quality.
Retention and development of high-performing sales talent.
Timely identification and performance management of underperforming employees.

What We Are Looking For

Essential Qualifications And Experience

15+ years of B2B sales experience, including 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, along with familiarity with sales engagement and activity-tracking tools.
Strong frontline leadership capability, with the energy to lead a high-performance sales floor, promote transparent accountability, and make effective performance and talent decisions.

Preferred Qualifications

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.

Education

Bachelor’s degree required.
MBA preferred.

Why Join Frost & Sullivan?

Lead the transformation and growth of a global subscription business at the intersection of research, data, analytics, and AI.
Take ownership of the global sales floor and RevOps engine, with direct visibility to senior leadership.
Build and shape your own team, processes, and operating model to support scalable revenue growth.
Benefit from competitive compensation with meaningful performance-linked variable pay.

What We Offer

A collaborative and entrepreneurial work culture
Opportunity to influence healthcare transformation with high-impact clients
Global recognition programs
Flexible work policy and a friendly, open-door environment

What will make you succeed at Frost & Sullivan?

You need to be-

Wildly curious and entrepreneurial
Committed to customer success
A self-starter invested in your future
A persuasive communicator
Deeply Analytical
Excited about Disruptive Trends

Benefits

A friendly work environment with an ‘open door’ policy
A strong career path with growth opportunities.
Be part of a global team that strives for excellence, and fosters an Olympic spirit
Feed your intellectual curiosity by collaborating across all levels of the company across the globe
Global Recognition - President’s Club & Chairman’s Club Awards
Continuous learning and coaching
Flexible work policy
Attractive Medical and Accident insurance

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Vice President, Revenue Operations – Global Subscription Sales

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