Senior Revenue 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:

The duties and responsibilities of this position consists of, but are not limited to, the following:

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 outcomesCRM 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 executionQUALIFICATIONS

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,…