Revenue Operations Analyst

• We are seeking a Revenue Operations Analyst to join our Revenue Operations team
• In this role, you will support the analysis and improvement of our sales and marketing funnel—bringing structure, visibility, and insights to our GTM reporting
• You’ll collaborate closely with sales, finance, digital, and leadership teams to understand performance drivers, help spot where performance is slipping, and make sure revenue-generating teams have accurate data to operate effectively
• We are looking for a strong analyst first. You will bring the technical craft; we will teach you the commercial context of the carbon markets we operate in
• You will work closely with the Revenue Operations Associate Director, who sets direction for the function and will coach you through the work. This is a role built for someone early in their revenue operations career, with clear scope to take on broader ownership as you grow
• Sales Funnel Analytics:
• Analyze performance across the full GTM funnel—from lead generation through deal close and revenue recognition—to surface insights and conversion trends
• Track and optimize key metrics (e.g., lead-to-opportunity rate, opportunity-to-close rate, sales cycle length, pipeline velocity)
• Build and maintain dashboards and reports (e.g., in Salesforce, Excel, Power BI, web-based reports) to support visibility and decision-making
• Provide weekly/monthly reporting on KPIs, pipeline health, sales productivity, and attainment against targets
• Segment performance by rep, region, and product to uncover opportunities for coaching or reallocation
• Support sales leadership in pipeline hygiene efforts to ensure accuracy and forecasting confidence
• Track new business vs. expansion funnels so the team can see where to focus effort
• Process & System Optimization:
• Identify gaps, inconsistencies, or inefficiencies in data and work cross-functionally to resolve them
• Partner with sales leadership to streamline processes for lead handoffs, opportunity stages, and pipeline tracking
• Support implementation of sales methodologies and keep CRM workflows aligned to agreed sales processes
• Partner with Enablement to identify performance gaps and inform training priorities using data
• Participate in GTM retrospectives to assess what’s working and where pivots are needed
• Collaborate with RevOps, Finance and Digital to ensure data cleanliness, CRM alignment, and accurate forecasting inputs
• Suggest automation that reduces manual data entry and saves the sales team time
• Use AI tools (including Claude and Claude Code) to accelerate analysis, reporting, and documentation — partnering with the Digital team, who own our AI tooling and core platforms (Salesforce, D365, Business Central), and following agreed governance and workflows
• Strategic Planning & Forecasting Support:
• Prepare the data and analysis that feeds quarterly business reviews and go-to-market planning
• Analyze historical trends to inform future revenue and funnel performance projections
• Work with sales leadership to understand rep performance drivers, ramp timelines, and capacity planning needs
• Pull and prepare the historical conversion data used in territory planning and quota setting
• Flag early when pipeline coverage, conversion trends or sales velocity drift from plan
• Work with FP&A on the inputs behind revenue forecasts and financial reporting cadences
• What We’ll Coach You On:
• Judgment on which questions matter most commercially, and where your time is best spent
• Presenting to senior leaders in the terms they care about — leading with the decision, not the method
• Working in the open with sales, finance and digital — testing your thinking with them rather than analyzing in a bubble
• How our B2B funnel, KPIs and carbon-market commercial model actually work

Benefits

• Generous Annual Leave: We offer a generous leave allowance for all global employees, so you can get quality time with your friends and family
• Work-Life Balance: We offer a supportive work-life balance with hybrid working, no standing meetings on Fridays, and the flexibility to work from anywhere for up to 4 weeks a year
• Health & Wellbeing: Your wellbeing matters to us. Whether it’s health insurance or mental health first aiders, we’ve got a range of support for our global team
• Competitive Reward Scheme: As a permanent team member, you’ll enjoy a competitive salary structure along with access to our exciting annual bonus program, rewarding your hard work and impact on our mission!
• Learning & Development: We support each employee’s growth through career development plans, internal training programs like our Carbon Academy and Leadership Forum, and financial support for professional qualifications

Preferred experience

• Digs for the root cause rather than reporting the symptom, and brings a proposed solution alongside the problem
• Hands-on with a CRM (Salesforce or similar) and with AI tools such as Claude or ChatGPT to speed up analysis and build
• A builder: you have built reports or dashboards yourself in a BI tool such as Power BI, Looker or Tableau
• Strong in Excel or Google Sheets — able to clean messy data and build an analysis from scratch, not just maintain someone else’s
• Able to write up what you found clearly enough for a non-technical reader to act on it
• 1–3 years in a GTM analytics, sales/marketing operations, or RevOps role — or a strong analytical grounding in another field and the appetite to move into RevOps
• Keen to learn, with an appetite for feedback — you will get direct coaching from the Revenue Operations Associate Director and broad exposure to how a commercial team runs
• Organized and self-directed — able to juggle several priorities and hit deadlines without being chased