Director of Revenue OperationsCompany: Crosschq Team: Revenue Operations Reports to: Chief Revenue Officer Location: Hybrid — Danville, CA office (2 days/week on-site)
About CrosschqCrosschq is the hiring intelligence platform used by leading enterprises to maximize quality of hire. We combine human science, artificial intelligence, and our hiring success models to give candidates a chance to be the right hire for our customers. As we scale our go-to-market engine, we're investing in the operational backbone that turns our sales motion into a predictable, scalable revenue machine.
The RoleRevenue Operations is being rewritten in real time. AI agents are reshaping how deals get structured, how forecasts get built, and how the go-to-market engine actually runs — and the companies that lean into that shift will pull ahead of the ones that don't. We're hiring a Director of Revenue Operations to lead that work at Crosschq.
Reporting to the CRO, you'll own the full RevOps function — from how leads get routed at the top of the funnel to how commissions get paid at the end — with a mandate to make our commercial operation faster, more predictable, and more scalable. You'll build the operational chassis for our next stage of growth, and you'll do it in a market being fundamentally reshaped by AI. Crosschq itself sits at the front edge of that shift in HR tech; our RevOps function should reflect the same posture — building with agents, not just around them.
This is a hands-on, high-ownership seat. Most of the pillars below need to be stood up or leveled up, and you'll be doing that work with your own hands. If you love shipping process improvements as much as building a clean forecast — and if the idea of designing an agent-native RevOps stack from scratch gets you fired up — this is a rare opportunity.
What You'll OwnForecasting, Pipeline & GTM Analytics- Own the weekly forecast cadence: methodology, deal inspection, roll-ups, and forecast accuracy against commit and upside calls.
- Run pipeline health as a discipline — coverage ratios, stage conversion, velocity, aging, and pipeline generation targets by segment and rep.
- Build and maintain the source-of-truth dashboards for the leadership team: ARR, NRR, GRR, win rates, sales cycle, productivity per rep, and cohort performance.
- Drive win/loss analysis and translate patterns into concrete recommendations for pricing, packaging, targeting, and enablement.
- Support adoption of a shared sales methodology (MEDDPICC or equivalent) and the deal-qualification rigor that makes the forecast believable.
Deal Desk & Pricing- Stand up and run a scalable deal desk function that reviews, structures, and approves non-standard opportunities — pricing exceptions, multi-year terms, custom packaging, and strategic discounts.
- Own the pricing and discounting policy: guardrails, approval thresholds, and escalation paths. Balance velocity for standard deals with rigor on complex ones.
- Partner with Product and Finance on packaging changes, price book updates, and CPQ configuration. Make sure the field can quote what we sell — accurately and quickly.
- Serve as the point of escalation for AEs on deal structure, and coach the team on how to construct commercially sound proposals.
Contracts Management- Own the end-to-end contracts workflow: order forms, MSAs, DPAs, amendments, renewals. Drive cycle time down while keeping quality and risk posture up.
- Partner with Legal to maintain a library of pre-approved fallback language and playbooks so common redlines don't require one-off legal review.
- Select and implement a CLM system, including template management, approval routing, e-signature integration, and post-signature obligation tracking.
- Ensure clean handoff between signed contracts, billing, and customer onboarding — no revenue leakage, no orphaned commitments.
Commissions- Administer and continuously improve sales compensation plans across AE, SDR, CSM, and leadership roles. Model the impact of plan changes before they ship.
- Own the commissions system end to end: data flows, calculations, statements, dispute resolution, and payout accuracy.
- Partner with Finance on accruals, ASC 606 implications, and audit readiness. Partner with Sales leadership on SPIFFs, accelerators, and mid-year plan changes.
- Publish plans, quotas, and attainment transparently. Reps should always know what they're being paid on and why.
Territory Planning & Coverage Model- Own the annual territory and quota-setting exercise: segmentation, account scoring, carve-ups, and capacity modeling tied to bookings targets.
- Build the analytical framework connecting headcount, ramp, attainment assumptions, and pipeline coverage to the revenue plan — and re-run it whenever the plan shifts.
- Own the lead management framework: lead scoring, routing rules, MQL/SQL definitions, SDR-to-AE handoff, and rules of engagement between segments.
- Maintain named-account lists, account transfer policies, and adjudicate territory disputes fairly and quickly.
- Partner with Marketing and SDR leadership so segmentation, targeting, and outbound coverage all translate cleanly into pipeline.
Systems, Data & Tech Stack- Own the GTM tech stack: Salesforce as the system of record, plus CPQ, CLM, commissions, sales engagement, conversation intelligence, enrichment, and BI tooling.
- Set the data model, hygiene standards, and reporting layer that everything else depends on. If it's wrong in Salesforce, it's wrong everywhere.
- Own the RevOps tooling budget. Consolidate where possible, invest where it matters, and hold vendors accountable to ROI.
- Partner with IT and Security on integrations, provisioning, and downstream data flow to Finance and the data warehouse.
- Evaluate and deploy AI and agentic tooling across high-volume RevOps workflows — deal desk triage, contract redlining, pipeline hygiene, CRM enrichment, and forecast intelligence — where they meaningfully improve speed or quality.
What Success Looks Like- 90 days: You know every corner of our CRM, CPQ, and comp systems. Forecast cadence is tightened, deal desk SLAs and pricing policy are documented and adopted, commissions statements are on time and dispute-free.
- 6 months: Forecast accuracy is measurably better. Contract cycle time is meaningfully down. FY territory and quota plan is built with defensible capacity math. Leadership dashboards are trusted and self-serve. First agent-driven workflows are live and paying off.
- 12 months: Revenue operations is a competitive advantage — sellers spend more time selling, leadership trusts the forecast, and the systems are ready for the next stage of scale.
What We're Looking For- 7+ years in Revenue Operations, Sales Operations, or a closely related GTM function at a B2B SaaS company; prior experience as the senior-most RevOps person in an organization strongly preferred.
- Hands-on experience across the full RevOps scope: forecasting, deal desk, contracts, commissions, territory planning, analytics, and systems. You should have owned most of these directly.
- Fluent in the modern GTM stack: Salesforce (required), a CPQ (we use RevOps today), a commissions platform, a CLM, and a BI tool.
- Strong commercial instincts. You can look at a proposed deal and immediately see the margin, risk, and precedent implications.
- Excellent analytical and modeling chops. Comfortable in a spreadsheet down to the formula level.
- A bias for shipping. You'd rather stand up a lightweight process this quarter than design the perfect one next year.
- Comfortable being the person who does the work, not just directs it — this is a high-ownership, hands-on seat.
Nice to Have- Experience at a Series B–D SaaS company scaling through $20M–$100M ARR.
- Background in HR tech, talent acquisition, or workforce analytics.
- Prior work partnering closely with a CFO on revenue recognition, forecasting rigor, and audit prep.
- Curiosity about — or hands-on experience with — applying LLMs and agentic AI to GTM workflows.
- Prior experience shipping AI-enabled workflows into a live GTM environment.
Compensation- Base salary: $175,000 – $210,000
- Target bonus: 15% of base, tied to company and RevOps objectives
- On-target earnings: $201,000 – $242,000
- Equity: Meaningful stock option grant, commensurate with the scope and seniority of the role
- Benefits: Comprehensive medical, dental, and vision; 401(k); flexible PTO; hybrid work stipend; and standard Crosschq perks
Final offer will be determined based on experience, qualifications, and internal equity. Crosschq is committed to pay transparency and equitable compensation.
Why CrosschqYou'll join at a rare moment: leading a RevOps function in a company at the front edge of the AI shift in HR tech, with the mandate to design it for what comes next — not just what worked before. You'll have the tools budget, the executive air cover, and the greenfield to own and build a genuinely modern operational function. And you'll do it alongside the go-to-market leadership team, in person, at our Danville office.
