Sales Operations Analyst

Senior Revenue Operations AnalystC.H. Robinson is seeking a Senior Revenue Operations Analyst to join our Sales team. In this role you will improve commercial performance by identifying where sales execution is limiting results, build a clear case for change, and drive action through data-driven recommendations that influence leadership and improve how the business operates. You will work directly with sales leadership to improve pipeline management, forecasting accuracy, and deal progression. You will set clear standards for pipeline health, forecast quality, and how opportunities progress through the pipeline. This work will shape how leaders review pipelines and assess deal progression, ensuring issues are clearly identified and teams adjust how they prioritize and execute work to hit targets.While not directly managing sales teams, you will identify gaps in pipeline progression, deal execution, and operating practices that impact revenue performance. You will define what needs to change and create visibility so leaders can take action and improve measurable business outcomes.Duties and ResponsibilitiesRevenue Insights and Performance VisibilityBuild and maintain reporting, dashboards, and leadership views that make pipeline health, forecast accuracy, and sales performance clear and actionableTranslate data into clear business narratives that show where execution is breaking down, what needs to change, and where leaders should focusStandardize reporting definitions, metrics, and performance views so leaders measure and manage the business consistentlyIdentify trends, risks, and opportunities early and bring forward recommendations that influence leadership decisionsPipeline, Forecasting, and Sales ExecutionAnalyze pipeline progression, deal quality, stage confidence, and forecast assumptions to identify risks, bottlenecks, stalled deals, and missed opportunitiesDefine and reinforce standards for pipeline health, opportunity quality, deal progression, forecast submissions, and leadership review practicesPartner with sales leaders to improve pipeline inspection, prioritization, execution against top opportunities, and forecast accountabilityIdentify where sales behaviors or operating practices are limiting performance and recommend targeted changes that improve revenue outcomesCRM Discipline and Commercial Process ImprovementDefine and reinforce expectations for CRM data quality, ownership, and process adherence to ensure reliable pipeline visibility and forecastingAlign systems, workflows, and reporting to defined sales processes so teams can execute with greater consistency and accountabilityIdentify process gaps, unclear ownership, and points of friction that slow pipeline progression or reduce sales effectivenessSupport testing, implementation, and adoption of process and tool improvements, ensuring changes translate into stronger executionCross-Functional Operating Rhythm and AccountabilityPartner with Sales Leadership, Marketing, Pricing, Sales Enablement, and Operations to align priorities, remove barriers, and improve revenue executionSupport consistent operating cadences, including pipeline reviews, forecast calls, and leadership routines that drive accountability and better decisionsCreate visibility to execution gaps, call out inconsistencies, and track follow-through on agreed actions with leadershipAct as a connector across teams to keep priorities, expectations, decisions, and actions alignedSuccess MetricsImproved pipeline health, conversion rates, and deal progressionIncreased forecast accuracy and consistency in how forecasts are built and reviewedStronger CRM discipline and data reliabilityMeasurable improvements in conversion rates, deal velocity, and revenue outcomesIncreased consistency in how leaders inspect pipeline and drive executionQualificationsRequired:High School diploma or GEDMinimum 7 years of experience in revenue operations, sales operations, business analytics, CRM operations, or related commercial roles with increasing scope and responsibilityAbility to travel up to 10%Preferred:Bachelor's degree from an accredited college or university in business, analytics, finance, economics, operations, marketing, or a related fieldAbility to translate data into clear recommendations and drive action with senior leadersExperience influencing pipeline management, forecasting, and sales executionStrong understanding of CRM, sales processes, and pipeline management in B2B environmentsExperience using CRM platforms and data visualization tools (e.g., Dynamics, Salesforce, Power BI)Ability to identify process gaps and drive solutions and adoption across teamsExperience leading cross-functional initiatives across Sales, Marketing, Finance, and OperationsExperience partnering with VP, Director, or GM-level leaders and influencing without authorityExperience building sales operating rhythms (pipeline reviews, forecasting, scorecards)Experience in complex commercial environments (logistics, SaaS, supply chain, etc.)Commitment to a diverse and inclusive work environmentWe will review applications for this role on an ongoing basis and encourage all interested candidates to apply at their earliest convenience.Compensation Range$84,800.00 - $191,000.00The base pay range displayed on each job posting reflects the minimum and maximum base pay for the position across all U.S. locations. Your individual base pay within this range is determined by work location, which takes into account geographic cost of labor, and additional factors, including job-related skills, experience, and relevant education or training. Compensation details listed in this posting reflect the base pay only and do not include additional variable compensation.Questioning if you meet the mark? Studies have shown that some individuals may be less likely to apply unless they match the job description exactly. Here at C.H. Robinson, we're building an inclusive workplace where all employees feel they belong. If this position excites you, we welcome you to apply whether you check all the preferred qualifications or just a few. You may just be our next great fit!Equal OpportunityC.H. Robinson is proud to be an Equal Opportunity Employer. We are committed to a workplace and performance culture that reflects the strengths of our worldwide marketplace. We value unique experiences and diverse backgrounds of our people within our company, our business relationships, and our communities. We're committed to providing an inclusive environment, free from harassment and discrimination, where all employees feel welcomed, valued and respected.EOE\Disabled\VeteranBenefitsYour Health, Wealth and SelfYour total wellbeing is the foundation of our business, and our benefits support your financial, family and personal goals. We provide the top-tier benefits that matter to you most, including:Three medical plans which includePrescription drug coverageEnhanced Fertility benefitsFlexible Spending AccountsHealth Savings Account (including employer contribution)Dental and VisionBasic and Supplemental Life InsuranceShort-Term and Long-Term DisabilityPaid observed holidays2 paid floating holidays for U.S. hourly employeesFlexible Time Off (FTO) offered to U.S. salaried employees — no accruals and no caps. Paid Time Off (PTO) offered to all other employees in the U.S. and CanadaPaid parental leavePaid time off to volunteer in your communityCharitable Giving Match Program401(k) with 6% company matchingEmployee Stock Purchase PlanPlus a broad range of career development, networking, and team-building opportunitiesLearn more about our benefit offerings on our BENEFITS & WELLBEING page