Revenue Operations Analyst (London Hybrid or US Remote)

Summary

Climate Impact Partners provides carbon market solutions and supports organizations in taking ambitious climate action. The Revenue Operations Analyst will analyze and improve the sales and marketing funnel, build GTM reports and dashboards, and provide insights for pipeline management, forecasting, and revenue planning. The role also supports process optimization, CRM alignment, automation, and cross-functional decision-making across sales, finance, digital, and leadership teams.

Responsibilities

• 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
• 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
• 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

Skills

• 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
• Strong in Excel or Google Sheets — able to clean messy data and build an analysis from scratch, not just maintain someone else's
• A builder: you have built reports or dashboards yourself in a BI tool such as Power BI, Looker or Tableau
• Hands-on with a CRM (Salesforce or similar) and with AI tools such as Claude or ChatGPT to speed up analysis and build
• Digs for the root cause rather than reporting the symptom, and brings a proposed solution alongside the problem
• Able to write up what you found clearly enough for a non-technical reader to act on it
• Organized and self-directed — able to juggle several priorities and hit deadlines without being chased
• 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

Qualifications

Must Haves

• 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
• Strong in Excel or Google Sheets — able to clean messy data and build an analysis from scratch, not just maintain someone else's
• A builder: you have built reports or dashboards yourself in a BI tool such as Power BI, Looker or Tableau
• Hands-on with a CRM (Salesforce or similar) and with AI tools such as Claude or ChatGPT to speed up analysis and build
• Digs for the root cause rather than reporting the symptom, and brings a proposed solution alongside the problem
• Able to write up what you found clearly enough for a non-technical reader to act on it
• Organized and self-directed — able to juggle several priorities and hit deadlines without being chased
• 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