Vice President, Revenue Operations – Global Subscription Sales

Job description

**This position is listed on behalf of a partner company, which manages all applications and next steps. Our partner is looking for a Vice President, Revenue Operations – Global Subscription Sales based remotely in India.** We are seeking a senior, hands-on revenue leader to drive the growth and transformation of a global B2B subscription sales organisation. This role combines frontline sales leadership with strategic Revenue Operations, giving you ownership of the commercial engine that converts prospecting activity into qualified pipeline, activated accounts, and sustainable recurring revenue. You will lead a global sales organisation, establish a high-performance culture, and build the processes, analytics, and accountability frameworks needed to make revenue performance predictable. Alongside managing sales leaders and individual contributors, you will build and oversee a dedicated Revenue Operations team responsible for reporting, forecasting, CRM governance, and sales productivity. You will also expand market coverage across priority enterprise segments and emerging go-to-market channels, including Global Capability Centres, financial services, technology, and marketplace partnerships. This is an opportunity to shape a global subscription business at the intersection of research, data, analytics, and AI, with direct visibility into senior leadership and measurable commercial impact. ### Accountabilities - **Lead the global subscription sales organisation:** Manage the global sales function directly and through Sales Directors and team leaders, establishing clear expectations for activity, pipeline creation, meetings, and revenue outcomes. - **Build a high-performance sales culture:** Implement a structured operating cadence encompassing daily team huddles, weekly pipeline reviews, monthly business reviews, and quarterly planning. Coach sales professionals on prospecting, discovery, value-based selling, negotiation, and deal closure. - **Drive performance management:** Establish measurable performance standards, monitor individual and team results, address performance gaps proactively, and implement improvement plans where necessary. Support the recruitment and development of Sales Directors and other leadership talent. - **Design and scale the sales organisation:** Develop an effective sales structure that combines senior client-facing sellers with junior team members supporting sales administration and documentation. Align individual and team targets to shared revenue objectives and ensure appropriate staffing and resources. - **Build and lead Revenue Operations:** Establish and manage a 4–5-member RevOps team comprising an India-based analytics function and a Microsoft Dynamics CRM specialist. Define responsibilities, workflows, and reporting standards to support scalable sales execution. - **Own CRM governance and sales productivity:** Maintain data integrity, pipeline-stage definitions, data hygiene, and forecasting discipline within Microsoft Dynamics. Oversee sales activity and productivity tracking tools and introduce transparent dashboards and leaderboards through Microsoft Teams and WhatsApp. - **Deliver actionable business intelligence:** Produce accurate weekly reporting on revenue, pipeline, customer meetings, account activation, and seller productivity. Develop performance dashboards that help leadership identify trends, assess results, and make informed decisions. - **Own revenue planning and forecasting:** 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, meetings, and pipeline generation. - **Improve forecast accuracy and commercial performance:** Develop weekly and monthly forecasts, identify risks and performance gaps early, and coordinate corrective actions to keep the business on track. - **Optimise account activation and expansion:** Define clear account activation criteria and implement strategies that move newly activated customers toward deeper engagement, expansion, and increased lifetime value. - **Design sales incentives:** Develop, implement, and evaluate incentive programmes and Sales Performance Incentive Funds (SPIFs) that encourage account activation, pipeline generation, and sales execution. - **Expand market coverage and go-to-market channels:** Develop targeted outbound programmes for Global Capability Centres (GCCs) in India, banking, financial services and insurance (BFSI), IT, technology clients, and Middle Eastern markets. - **Enable international and partner-led sales:** Support international coverage through appropriate language capabilities, including French and Arabic, and equip teams to pursue partner-led and marketplace-led opportunities involving large language model providers and technology marketplaces. - **Strengthen the subscription value proposition:** Collaborate with Research and Platform teams to position subscription offerings effectively and align sales messaging with customer needs and business outcomes. - **Measure and improve commercial performance:** Track performance against key indicators, including subscription revenue attainment, activated and expanded accounts, qualified pipeline, customer meetings, conversion rates, ramp-up time, quota attainment, forecast accuracy, CRM quality, and talent retention. ## Requirements - **15+ years of B2B sales experience**, including at least **7 years leading large sales teams of 30 or more sellers**, preferably through managers and team leaders. - Demonstrated success building and scaling outbound sales organisations, including high-volume prospecting, Sales Development Representative (SDR) and Account Executive (AE) models, and meeting-led sales approaches. - Experience in market research, advisory, consulting, business information services, research and analyst firms, data and intelligence platforms, or B2B subscription businesses. - Proven experience selling or leading teams selling subscription-based or recurring-revenue solutions to enterprise clients, ideally across the US, Europe, the Middle East, and Asia-Pacific from an India-based operation. - Strong Revenue Operations expertise spanning pipeline management, sales forecasting, territory and quota planning, sales analytics, compensation structures, and incentive design. - Hands-on experience with CRM platforms, preferably Microsoft Dynamics. Salesforce experience is also relevant, along with familiarity with sales engagement and activity-tracking tools. - Demonstrated frontline leadership capability, with the ability to manage sales performance, coach managers and sellers, make effective talent decisions, and establish a culture of transparent accountability. - Strong analytical and commercial judgement, with the ability to translate sales data into actionable recommendations and measurable improvements. - Excellent communication, stakeholder-management, and influencing skills, including the ability to work effectively with senior leadership and cross-functional teams in a global, matrixed organisation. - Entrepreneurial mindset, curiosity, customer focus, initiative, and a willingness to challenge existing processes to improve performance. - **Preferred experience:** Selling to Global Capability Centres in India, BFSI organisations, or technology clients. - **Preferred experience:** Partner-led, marketplace-led, or channel-based sales models. - **Preferred experience:** Transforming a services- or project-led business into a platform-led or subscription-led revenue model. - **Preferred experience:** Working with global leadership teams in a matrixed organisation. - **Education:** Bachelor’s degree required; an MBA is preferred. ## Benefits - **Work arrangement:** Remote, based in India, with the role listed under Bangalore, Karnataka. - **Employment type:** Full-time. - **Competitive compensation:** Performance-linked variable pay designed to reward commercial results; specific salary figures and compensation details were not provided. - **Medical and accident insurance:** Coverage is offered, with specific terms and eligibility to be confirmed. - **Flexible work policy:** Flexibility in the working environment. - **Leadership and career development:** Opportunities to shape the global sales organisation, build a dedicated Revenue Operations team, and influence the business operating model. - **Learning and coaching:** Ongoing learning, coaching, and opportunities to collaborate with colleagues across global teams. - **Global recognition programmes:** Opportunities for recognition through programmes such as President’s Club and Chairman’s Club awards. - **Collaborative culture:** An entrepreneurial environment that encourages curiosity, customer success, open communication, and cross-functional collaboration. - **Senior leadership exposure:** Direct visibility into leadership decision-making and the opportunity to influence global subscription growth. - Details concerning paid leave, retirement benefits, and any additional allowances were not specified and should be confirmed during the hiring process.