Revenue Operations Lead

Crosby•New York, NY

2d•$180,000 - $210,000

About The Position

Crosby is an AI-native law firm combining human legal expertise with proprietary technology and human-in-the-loop workflows to help companies complete commercial contracts faster. The Revenue Operations Lead will build the systems, processes, data, and tools that support Crosby’s growth and long-term client relationships. Working closely with the COO and leaders in Sales, Growth, Finance, and Legal Operations, this person will connect pipeline, commercial terms, client activity, and revenue to support better investment and scaling decisions. This is a hands-on role with broad ownership, covering forecasting, CRM workflows, reporting, sales capacity planning, client journey improvements, and automation. The role is responsible for making revenue performance clear, enabling effective sales processes, and ensuring that client commitments and expectations transfer smoothly into onboarding and billing.

Requirements

5–8 years of experience in Revenue Operations, Sales Operations, or a closely related function, including meaningful ownership at a fast-growing B2B company.
Experience configuring a CRM, building workflows and integrations, and resolving data issues that undermine reporting.
Strong spreadsheet skills and the ability to build a forecast, capacity model, or cohort analysis and explain its implications.
Ability to distinguish signed commitments from realized revenue and translate pilots, variable usage, and expansion into useful reporting and planning.
Ability to build trust with salespeople, introduce processes teams follow, and maintain high standards for accuracy and accountability.
Strong judgment in choosing between durable solutions and simpler approaches, and ability to prioritize a broad mandate independently.
Curiosity and resourcefulness, including active use of AI and automation, ability to learn unfamiliar tools quickly, and responsibility for seeing projects through.

Nice To Haves

Experience with Attio, Salesforce, or HubSpot.
SQL experience.
Experience with BI tools.

Responsibilities

Build and maintain the CRM, integrations, and workflows; establish account ownership, pipeline stages, lead routing, and data standards.
Build reporting that connects pipeline, pilot conversion, signed commitments, client usage, retention, and expansion.
Partner with Finance to define and reconcile bookings, billed revenue, and collections.
Establish a consistent forecasting and pipeline-review cadence with Sales and Finance; pressure-test assumptions, identify stalled deals and risks, and turn the forecast into specific actions.
Build sales capacity and hiring models, account assignments, quota recommendations, and ramp reporting.
Partner with leadership and Finance on compensation plans and accurate commission calculations.
Identify and address friction across the client journey, from initial inquiry through pilot, onboarding, and expansion, and measure the impact of improvements.
Ensure pricing, commitments, and client expectations transfer cleanly into onboarding and billing.
Give Legal Operations visibility into expected demand to support capacity planning.
Use AI, integrations, and practical tooling to automate repetitive work and improve data quality; own adoption and reliability after launch.