About the Role
We are looking for an experienced and high-performing Business Development Manager – Subscription Sales to drive new business growth across the US and European markets.
The ideal candidate will have a proven track record in end-to-end B2B sales, with strong experience in subscription-based sales, consultative selling, and new client acquisition. This is a hunter-focused role requiring an established network of clients and prospects, strong commercial acumen, and the ability to independently manage the complete sales cycle—from prospecting and relationship building to negotiation and closure.
You will be responsible for expanding Frost & Sullivan's client base, developing strategic relationships with senior stakeholders, and driving revenue through our subscription-based research, advisory, and consulting solutions.
Key Responsibilities
- Own the end-to-end sales cycle across the US and European markets, from prospecting and lead generation through negotiation and closure.
- Identify, develop, and convert new business opportunities within target industries and accounts.
- Leverage an established client and prospect network to generate qualified opportunities and accelerate pipeline growth.
- Drive subscription sales by understanding client business challenges and positioning relevant Frost & Sullivan research and advisory solutions.
- Build and maintain strong relationships with senior decision-makers and C-suite stakeholders across target accounts.
- Develop a deep understanding of client priorities, industry trends, and market dynamics to deliver a consultative sales approach.
- Conduct discovery meetings, presentations, solution discussions, commercial negotiations, and contract closures.
- Consistently achieve and exceed revenue, subscription, pipeline, and new-logo acquisition targets.
- Develop and manage a healthy sales pipeline across assigned geographies and industries.
- Prepare compelling proposals, commercial presentations, and business cases tailored to client requirements.
- Collaborate closely with research, consulting, and delivery teams to ensure solutions are aligned with client objectives.
- Maintain accurate and up-to-date opportunity, activity, and forecast information in CRM systems.
- Monitor market developments and competitor activity to identify emerging opportunities and strengthen the sales strategy.
- Contribute to account and territory strategies to support sustained revenue growth.
Qualifications & Experience
- Bachelor's degree in Business, Marketing, Economics, or a related discipline; an MBA is preferred.
- 5–12 years of proven experience in B2B sales, business development, consultative sales, or subscription sales.
- Demonstrated success in new business acquisition and hunter-led sales environments.
- Strong experience selling to clients in the US and European markets.
- Proven track record of managing the complete sales cycle, from prospecting to closing.
- Prior experience selling subscription-based products, research, intelligence, advisory, consulting, SaaS, or information services is highly preferred.
- Strong and demonstrable existing client/prospect network across the US and/or Europe.
- Experience engaging with senior stakeholders and decision-makers, including C-suite executives.
- Consistent track record of meeting or exceeding revenue and sales targets.
- Excellent consultative selling, negotiation, presentation, and relationship-management skills.
- Strong commercial acumen with the ability to identify client needs and translate them into business value.
- Experience using CRM platforms to manage pipeline, forecasting, and sales activities.
- Strong analytical, communication, and stakeholder-management skills.
- Ability to work independently in a target-driven, fast-paced global environment.
Required Competencies
We are looking for candidates with demonstrated strength in:
- Hunter / New Business Development
- Subscription Sales
- End-to-End Sales Cycle Management
- Consultative & Solution Selling
- Proven success selling into the US, Europe, and APAC markets with an understanding of regional buying behaviour
- Strategic Account Development
- Senior Stakeholder & C-Suite Engagement
- Pipeline & Forecast Management
- Commercial Negotiation
- Relationship Management
- Strategic Thinking
- Market & Industry Understanding
What Will Make You Succeed at Frost & Sullivan?
You need to be:
- Wildly curious and entrepreneurial – constantly looking for new opportunities and ways to create value.
- Commercially driven – motivated by ambitious revenue targets and new business growth.
- Committed to customer success – focused on understanding client challenges and delivering meaningful outcomes.
- A self-starter – comfortable owning your territory, pipeline, and sales outcomes.
- A persuasive communicator – confident engaging with senior stakeholders and influencing buying decisions.
- Deeply analytical – able to connect market trends and business challenges to relevant solutions.
- Relationship-oriented – capable of building trusted, long-term relationships with clients.
- Excited about disruptive trends – passionate about innovation, emerging technologies, and transformational growth.
Benefits
- A friendly work environment with an open-door policy
- Strong career path and growth opportunities
- Opportunity to work as part of a global team that strives for excellence and fosters an Olympic spirit
- Collaboration with colleagues and senior leaders across geographies and functions
- Global recognition through President's Club and Chairman's Club Awards
- Continuous learning, coaching, and professional development
- Flexible work policy
- Attractive medical and accident insurance
About Frost & Sullivan
Frost & Sullivan, the Transformational Growth Journey Company, has spent more than 60 years partnering with clients to develop transformational growth strategies by focusing on innovation and growth opportunities driven by disruptive technologies, mega trends, emerging markets, and new business models.
Today, more than ever before, companies must innovate not only to survive but to thrive in the future. Our Growth Pipeline Management (GPM) system supports clients by identifying and evaluating new growth opportunities and serves as the foundation for continuous growth.
This is your opportunity to be part of a revolutionary global team that truly inspires positive global change by innovating to zero.
Learn more about Frost & Sullivan at www.frost.com.
Skills Required
- Bachelor's degree in Business, Marketing, Economics, or related discipline
- MBA
- 5-12 years proven experience in B2B sales, business development, consultative or subscription sales
- Proven success in new business acquisition and hunter-led sales
- Experience selling to clients in the US and European markets
- Prior experience selling subscription-based products, research, intelligence, advisory, consulting, SaaS, or information services
- Strong and demonstrable existing client/prospect network across the US and/or Europe
- Experience engaging senior stakeholders and C-suite executives
- Consistent track record of meeting or exceeding revenue and sales targets
- Experience using CRM platforms to manage pipeline, forecasting, and sales activities
- Excellent consultative selling, negotiation, presentation, and relationship-management skills
- Ability to work independently in a target-driven, fast-paced global environment
What We Do
For the past 60 years, Frost & Sullivan has partnered with corporations, cities, governments, and investor communities to identify, prioritize, and execute business opportunities that power clients toward a future shaped by growth.
