Revenue Strategy & Business Transformation at S&P Global · Gurugram

Revenue Strategy & Business Transformation Location: Gurugram, Haryana About the Role: Grade Level (for internal use): 13 About role: The Director, Revenue Strategy & Business Transformation is a senior leadership role responsible for driving revenue growth and operational excellence across four business lines: Software, Regulatory Compliance, Lending, and Markets. This position partners closely with the Global Head of Sales for Enterprise Solutions and collaborates with cross-functional leaders to design and execute strategies that accelerate new sales, improve client retention, and enhance net revenue retention (NRR). You will lead enterprise-wide transformation initiatives, optimize organizational design, and implement unified operating mechanisms to deliver measurable business outcomes. Key Responsibilities 1. Enterprise Revenue Strategy & Execution Develop and implement revenue strategies, including ideal customer profile (ICP) refinement, segmentation, value proposition alignment, packaging, and go-to-market recommendations. Translate strategy into actionable roadmaps with clear ownership, timelines, and measurable outcomes. Lead cross-functional initiatives, ensuring alignment and removing execution barriers across Sales, Commercial, Product, Marketing, Operations, and Finance. 2. Revenue Transformation & Retention Design and execute programs to drive new sales, client retention, and NRR improvement, including: Expansion initiatives (cross-sell, upsell, multi-product adoption) Renewal excellence (risk detection, executive engagement, standardized processes) Adoption and value realization (onboarding, product utilization, time-to-value) Analyze churn and contraction drivers, develop remediation plans, and assign accountable owners. Partner with Commercial and Product teams to establish a customer outcomes and value framework supporting renewals and expansions. 3. Organizational Design & Operating Model Support the development of future-state organizational structures, including role clarity, coverage models, and decision rights. Evaluate and recommend models by segment, region, and business line. Define and implement scalable operating mechanisms (planning, QBRs, pipeline governance, performance management). 4. Cross-Business Line Integration Integrate strategies across Software, Regulatory Compliance, Lending, and Markets to ensure: Consistent enterprise client experience and account strategy Coherent multi-product positioning and bundling Unified enterprise planning, respecting business-line nuances Develop business line growth narratives and investment cases, identifying areas for focus and improvement. 5. Performance Management & Metrics Define and operationalize a unified view of enterprise performance, including: New sales, NRR, gross revenue retention (GRR), churn, contraction, and expansion Pipeline health and conversion metrics (coverage, stage conversion, velocity, win rate) ACV/ARR mix, multi-product attach rates, renewal rates, discounting, and margin analysis Cohort performance by segment, region, industry, and product line Drive forecasting discipline, pipeline inspection, deal reviews, and performance analysis. Partner with RevOps and Finance to ensure consistent metric definitions, data quality, and reporting. 6. Operating Cadence & Stakeholder Management Own the operating cadence, including planning cycles, performance reviews, pipeline analysis, and risk management. Manage strategic relationships across teams and identify risks early, driving mitigation plans as needed. Key Deliverables (First 6–12 Months) Enterprise Solutions new sales, NRR, and retention improvement plan with clear initiatives, ownership, and impact tracking. Recommendations for future-state organizational design and coverage models. Standardized enterprise KPI system and operating cadence, adopted globally. Business line strategy summaries with go-to-market priorities and cross-sell plays. Improved forecast accuracy and pipeline quality through consistent governance. Required Qualifications 10–15+ years in sales, strategy, revenue operations, sales operations, or consulting roles within B2B enterprise (SaaS, fintech, regtech, data/analytics, or related sectors). Proven track record in driving revenue transformation (new sales, NRR/retention/expansion) in complex, multi-product environments. Strong commercial acumen in enterprise sales, including multi-stakeholder buying, long sales cycles, renewals, and expansions. Advanced analytical skills with the ability to build executive-ready narratives from data. Demonstrated success leading cross-functional programs with senior stakeholders. Preferred Qualifications Experience in at least two of the four business lines (Software, Regulatory Compliance, Lending, Markets) or related domains. Experience in global, matrixed organizations and multi-region enterprise coverage models. Familiarity with leading GTM and operating frameworks (OKRs, RACI, McKinsey 7S, AARRR funnel for B2B). Core Skills & Competencies Executive-level communication and stakeholder management Structured problem solving and strategic planning Influence without authority Analytical rigor (segmentation, cohort analysis, performance diagnosis) Program management (scope, sequencing, dependency management) High judgment, confidentiality, and operational maturity Success Measures Achievement of sales, NRR, and gross retention targets Increased multi-product adoption and expansion contribution Improved forecast accuracy and pipeline conversion/velocity Reduction in churn drivers through closed-loop action plans Accelerated decision-making and execution through a scalable operating rhythm and clear accountabilities About S&P Global Market Intelligence At S&P Global Market Intelligence, a division of S&P Global we understand the importance of accurate, deep and insightful information. Our team of experts delivers unrivaled insights and leading data and technology solutions, partnering with customers to expand their perspective, operate with confidence, and make decisions with conviction. For more information, visit www.spglobal.com/marketintelligence. What’s In It For You? Our Mission: Advancing Essential Intelligence. Our People: We're more than 35,000 strong worldwide—so we're able to understand nuances while having a broad perspective. Our team is driven by curiosity and a shared belief that Essential Intelligence can help build a more prosperous future for us all.From finding new ways to measure sustainability to analyzing energy transition across the supply chain to building workflow solutions that make it easy to tap into insight and apply it. We are changing the way people see things and empowering them to make an impact on the world we live in. We’re committed to a more equitable future and to helping our customers find new, sustainable ways of doing business. Join us and help create the critical insights that truly make a difference. Our Values: Integrity, Discovery, Partnership Throughout our history, the world's leading organizations have relied on us for the Essential Intelligence they need to make confident decisions about the road ahead. We start with a foundation of integrity in all we do, bring a spirit of discovery to our work, and collaborate in close partnership with each other and our customers to achieve shared goals. Benefits: We take care of you, so you can take care of business. We care about our people. That’s why we provide everything you—and your career—need to thrive at S&P Global. Our benefits include: Health & Wellness: Health care coverage designed for the mind and body. Flexible Downtime: Generous time off helps keep you energized for your time on. Continuous Learning: Access a wealth of resources to grow your career and learn valuable new skills. Invest in Your Future: Secure your financial future through competitive pay, retirement planning, a continuing education program with a company-matched student loan contribution, and financial wellness programs. Family Friendly Perks: It’s not just about you. S&P Global has perks for your partners and little ones, too, with some best-in class benefits for families. Beyond the Basics: From retail discounts to referral incentive awards—small perks can make a big difference. For more information on benefits by country visit: https://spgbenefits.com/benefit-summaries Global Hiring and Opportunity at S&P Global: At S&P Global, we are committed to fostering a connected and engaged workplace where all individuals have access to opportunities based on their skills, experience, and contributions. Our hiring practices emphasize fairness, transparency, and merit, ensuring that we attract and retain top talent. By valuing different perspectives and promoting a culture of respect and collaboration, we drive innovation and power global markets. Recruitment Fraud Alert: If you receive an email from a spglobalind.com domain or any other regionally based domains, it is a scam and should be reported to reportfraud@spglobal.com. S&P Global never requires any candidate to pay money for job applications, interviews, offer letters, “pre-employment training” or for equipment/delivery of equipment. Stay informed and protect yourself from recruitment fraud by reviewing our guidelines, fraudulent domains, and how to report suspicious activity here. ----------------------------------------------------------- Equal Opportunity Employer S&P Global is an equal opportunity employer and all qualified candidates will receive consideration for employment without regard to race/ethnicity, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, marital status, military veteran status, unemployment status, or any other status protected by law.  Only electronic job submissions will be considered for employment. If you need an accommodation during the application process due to a disability, please send an email to: EEO.Compliance@spglobal.com and your request will be forwarded to the appropriate person. US Candidates Only: Know Your Rights: Workplace discrimination is illegal ----------------------------------------------------------- 103 - Middle Management (EEO Job Group) (inactive), 10 - Officials or Managers (EEO-2 Job Categories-United States of America), SLSGRP103.2 - Middle Management Tier II (EEO Job Group)