Sales Operations Analyst

C.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 RESPONSIBILITIES Revenue Insights and Performance Visibility Build and maintain reporting, dashboards, and leadership views that make pipeline health, forecast accuracy, and sales performance clear and actionable Translate data into clear business narratives that show where execution is breaking down, what needs to change, and where leaders should focus Standardize reporting definitions, metrics, and performance views so leaders measure and manage the business consistently Identify trends, risks, and opportunities early and bring forward recommendations that influence leadership decisions Pipeline, Forecasting, and Sales Execution Analyze pipeline progression, deal quality, stage confidence, and forecast assumptions to identify risks, bottlenecks, stalled deals, and missed opportunities Define and reinforce standards for pipeline health, opportunity quality, deal progression, forecast submissions, and leadership review practices Partner with sales leaders to improve pipeline inspection, prioritization, execution against top opportunities, and forecast accountability Identify where sales behaviors or operating practices are limiting performance and recommend targeted changes that improve revenue outcomes CRM Discipline and Commercial Process Improvement Define and reinforce expectations for CRM data quality, ownership, and process adherence to ensure reliable pipeline visibility and forecasting Align systems, workflows, and reporting to defined sales processes so teams can execute with greater consistency and accountability Identify process gaps, unclear ownership, and points of friction that slow pipeline progression or reduce sales effectiveness Support testing, implementation, and adoption of process and tool improvements, ensuring changes translate into stronger execution Cross-Functional Operating Rhythm and Accountability Partner with Sales Leadership, Marketing, Pricing, Sales Enablement, and Operations to align priorities, remove barriers, and improve revenue execution Support consistent operating cadences, including pipeline reviews, forecast calls, and leadership routines that drive accountability and better decisions Create visibility to execution gaps, call out inconsistencies, and track follow-through on agreed actions with leadership Act as a connector across teams to keep priorities, expectations, decisions, and actions aligned Success Metrics Improved pipeline health, conversion rates, and deal progression Increased forecast accuracy and consistency in how forecasts are built and reviewed Stronger CRM discipline and data reliability Measurable improvements in conversion rates, deal velocity, and revenue outcomes Increased consistency in how leaders inspect pipeline and drive execution QUALIFICATIONS Required: High School diploma or GED Minimum 7 years of experience in revenue operations, sales operations, business analytics, CRM operations, or related commercial roles with increasing scope and responsibility Ability 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 field Ability to translate data into clear recommendations and drive action with senior leaders Experience influencing pipeline management, forecasting, and sales execution Strong understanding of CRM, sales processes, and pipeline management in B2B environments Experience using CRM platforms and data visualization tools (e.g., Dynamics, Salesforce, Power BI) Ability to identify process gaps and drive solutions and adoption across teams Experience leading cross-functional initiatives across Sales, Marketing, Finance, and Operations Experience partnering with VP, Director, or GM-level leaders and influencing without authority Experience 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 environment Compensation Range $84,800.00 - $191,000.00 The 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. Benefits Your Health, Wealth and Self Your 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 include Prescription drug coverage Enhanced Fertility benefits Flexible Spending Accounts Health Savings Account (including employer contribution) Dental and Vision Basic and Supplemental Life Insurance Short-Term and Long-Term Disability Paid observed holidays 2 paid floating holidays for U.S. hourly employees Flexible 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 Canada Paid parental leave Paid time off to volunteer in your community Charitable Giving Match Program 401(k) with 6% company matching Employee Stock Purchase Plan Plus a broad range of career development, networking, and team-building opportunities Equal Opportunity C.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\Veteran #J-18808-Ljbffr