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 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
We 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 - $191,000.00
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.
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 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
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
Learn more about our benefit offerings on our BENEFITS & WELLBEING ( page
Why Do You Belong at C.H. Robinson?
C.H. Robinson solves logistics problems for companies across the globe and across industries, from the simple to the most complex. With $22 billion in freight under management and 19 million shipments annually, we are one of the world's largest logistics platforms and rank in the FORTUNE 200. We've been an innovator in logistics for over 100 years. Our global suite of services accelerates trade to seamlessly deliver the products and goods that drive the world's economy. With the combination of our multimodal transportation management system and expertise, we use our information advantage to deliver smarter solutions for more than 90,000 customers and 450,000 contract carriers on our platform. Our technology is built by and for supply chain experts to bring faster, more meaningful improvements to our customers' businesses.
As a responsible global citizen, we contribute millions of dollars to support causes that matter to us and our people. FORTUNE has named C.H. Robinson one of the World's Most Admired Companies 2024, showcasing our position as a leader in our industry. Our commitment to excellence is further affirmed by being named a Great Place to Work 2023-24 by the Great Place to Work Institute, one of Forbes' Best Employers for Diversity and one of America's Greatest Workplaces in 2023 by Newsweek. Join us as we collaborate, innovate, and work as one global team to make life better and more sustainable for our customers, communities, and world. For more information, visit us at www.chrobinson.com .