Revenue Operations Lead

ABOUT CROSBY Crosby is built on a simple conviction: a great legal system is the watermark of a great society — and the best legal work comes from combining human expertise with the right technology, not replacing one with the other. Crosby is the first AI-native law firm, helping ambitious companies like Cursor, Ramp, and Cognition sign commercial contracts faster. Legal work is both art and science, and we're mapping the frontier between the two — codifying what can be systematized, amplifying human judgment where it matters most. That's why the right way to bring AI into law isn't to sell software and walk away. It's to own the outcome together: higher-quality work, delivered faster. We build proprietary tools and human-in-the-loop workflows that change what's possible for corporate legal teams. Crosby was founded by Ryan (Stanford Law, Cooley, startup GC) and John (Penn, first 15 engineers at Ramp). Help us transform one of society's most important industries. About the role Build the systems behind Crosby’s next stage of growth. You’ll own the processes, data, and tools that help us turn demand into lasting client relationships. Working closely with the COO and leaders across Sales, Growth, Finance, and Legal Operations, you’ll bring clarity to how we acquire clients, convert pilots, grow accounts, and plan for what comes next. Our business requires understanding both what clients commit to and how they actually use Crosby. You’ll connect pipeline, commercial terms, client activity, and revenue so we can make better decisions about where to invest and how to scale. This is a hands-on role with broad ownership. You should be equally comfortable building a forecast, configuring a CRM workflow, and helping a sales leader understand why conversion changed. What you’ll do - Own our commercial systems: Build and maintain the CRM, integrations, and workflows our teams rely on. Establish clear account ownership, pipeline stages, lead routing, and data standards—and make the systems easy to use. - Make revenue performance clear: Build reporting that connects pipeline, pilot conversion, signed commitments, client usage, retention, and expansion. Partner with Finance to keep bookings, billed revenue, and collections clearly defined and reconciled. - Run forecasting and pipeline reviews: Establish a consistent cadence with Sales and Finance. Pressure-test assumptions, identify stalled deals and risks, and turn the forecast into specific actions. - Help scale the sales team: Build capacity and hiring models, account assignments, quota recommendations, and ramp reporting. Partner with leadership and Finance on compensation plans and accurate commission calculations. - Improve conversion across the client journey: Find where prospects and clients get stuck—from initial inquiry through pilot, onboarding, and expansion. Work with the relevant teams to fix those gaps and measure whether the changes work. - Connect the sale to delivery: Make sure pricing, commitments, and client expectations transfer cleanly into onboarding and billing. Give Legal Operations visibility into expected demand so we can plan capacity as we grow. - Automate repetitive work: Use AI, integrations, and practical tooling to reduce manual updates, improve data quality, and give the team more time with clients. Own adoption and reliability after launch. Who you are - You’ve built before: You have 5–8 years of experience in Revenue Operations, Sales Operations, or a closely related function, including meaningful ownership at a fast-growing B2B company. - You get into the systems yourself: You’ve configured a CRM, built workflows and integrations, and resolved the data issues behind unreliable reporting. Experience with Attio, Salesforce, or HubSpot is relevant. - You’re analytically strong: You can build a forecast, capacity model, or cohort analysis yourself and explain what it means. You’re excellent in spreadsheets; SQL and experience with BI tools are a plus. - You understand commercial nuance: You can distinguish a signed commitment from realized revenue and translate pilots, variable usage, and expansion into useful reporting and planning. - You make teams more effective: You earn trust with salespeople, introduce processes people actually follow, and hold a high standard for accuracy and accountability. - You have strong judgment: You know when to build something durable and when a simple solution will get the team moving. You can prioritize a broad mandate without waiting for a detailed roadmap. - You’re curious and resourceful: You actively use AI and automation in your work, learn unfamiliar tools quickly, and take responsibility for seeing projects through. What success looks like Leadership has a clear, trusted view of pipeline and revenue. Salespeople spend less time on administrative work. Pilots, onboarding, and expansion have clear owners and measurable outcomes. Hiring and capacity decisions are grounded in data. The systems you build help Crosby grow while keeping the team fast. Benefits & Perks - Unlimited PTO - Lunch & dinner in the office every day - Medical insurance (multiple plan options through Anthem & Cigna) - HSA or FSA, depending on your plan choice - Dental insurance - Vision insurance - One Medical membership - 401(k) match - In-office desk setup stipend EQUAL OPPORTUNITY Crosby is an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. Background checks for applicants will be administered in accordance with applicable law, and qualified applicants with arrest or conviction records will be considered for employment consistent with those laws, including the New York City Fair Chance Act. Pursuant to New York Labor Law Section 194-b, the US Pay Range for this position is listed in the job post. Final compensation will be determined based on skills, experience, and qualifications.