Director, Head of Revenue Operations

idme; Mountain View (CA); On-site; USD 180,000 - 240,000; Full time

Job summary

ID.me is seeking a Director of Revenue Operations to build and lead the function that connects our go-to-market motion to the financial engine of the business. This senior role reports to the CFO and collaborates with Sales, Finance, Legal, and People teams in Mountain View, CA.

You'll own the deal desk, design sales compensation, and create scalable operating rhythms for a growing, consumption-based business. Strong analytical and cross-functional leadership are essential.

Qualifications

• 8+ years of experience in Revenue Operations, Sales Operations, FP&A, or a related field, with at least 3+ years in a leadership capacity.
• Demonstrated experience owning deal desk and/or sales compensation design in a B2B SaaS or consumption/usage-based revenue model.
• Strong financial and analytical fluency - able to build models independently.
• Deep familiarity with Salesforce (or comparable CRM) and modern BI/analytics tooling.
• Excellent communication skills and cross-functional collaboration.

Responsibilities

• Own and continuously improve the deal desk function - pricing approvals, non-standard terms, discounting governance, and contract structuring for a consumption-based pricing model.
• Serve as the operational backbone for the sales organization: CRM architecture (Salesforce), pipeline hygiene, territory and quota planning, and sales process design - Partner with Legal and Finance to streamline the quote-to-cash process and reduce deal cycle friction without compromising margin or compliance.
• Build scalable playbooks for deal structuring, renewals, and expansion opportunities.
• Design, model, and administer sales compensation plans (quotas, accelerators, SPIFs) that align seller behavior with company revenue priorities.
• Partner with People/HR and Finance leadership on plan governance, approval workflows, and compensation committee materials.
• Run quarterly/annual plan reviews, using performance data to recommend structural changes as the business and pricing model evolve.
• Ensure compensation calculations are accurate, auditable, and defensible - including close partnership with Finance on accruals and payout reconciliation.

Skills

Revenue Operations

Sales Operations

Leadership

Financial modeling

Cross-functional collaboration

B2B SaaS

Deal desk

Tools

Salesforce

BI tools

CRM systems

Job description

Company Overview

ID.me is the next-generation digital identity wallet that simplifies how individuals securely prove their identity online. Consumers can verify their identity with ID.me once and seamlessly login across websites without having to create a new login and verify their identity again. Over 152 million users experience streamlined login and identity verification with ID.me at 20 federal agencies, 45 state government agencies, and 70+ healthcare organizations. More than 600+ consumer brands use ID.me to verify communities and user segments to honor service and build more authentic relationships. ID.me's technology meets the federal standards for consumer authentication set by the Commerce Department and is approved as a NIST 800-63-3 IAL2 / AAL2 credential service provider by the Kantara Initiative. ID.me is committed to "No Identity Left Behind" to enable all people to have a secure digital identity. To learn more, visit https://network.id.me/ .

ID.me is a full-time, in-office culture. Unless a specific job description explicitly states otherwise, all roles are on-site five days per week at one of our offices in McLean, VA; Mountain View, CA; New York City, NY; or Tampa, FL. Certain roles - such as field-based sales or other remote-by-design positions - may have different work arrangements as noted in their individual postings.

At ID.me, we embrace the thoughtful use of AI tools in our daily work and there are even occasions where we leverage AI in our hiring process. However, during the interview process, we want to understand your individual skills and experiences. Therefore, we have guidelines on how AI can be appropriately used during your application and interviews which can be found here .

About the Role

ID.me is looking for a Director of Revenue Operations to build and lead the function that connects our go-to-market motion to the financial engine of the business. This is a newly scoped, high-visibility role reporting directly to the CFO, with significant partnership across Sales, Finance, Legal, and People teams.

Why This Role Matters

This position sits at the center of ID.me's growth strategy - with direct visibility into the CFO's office and a mandate to shape how the company measures, forecasts, and rewards revenue performance. You'll have the opportunity to build the operating rhythm and infrastructure for a scaling, consumption-based business from a genuinely influential sea

What You'll Do

Sales Operations & Deal Desk

• Own and continuously improve the deal desk function - pricing approvals, non-standard terms, discounting governance, and contract structuring for a consumption-based pricing model
• Serve as the operational backbone for the sales organization: CRM architecture (Salesforce), pipeline hygiene, territory and quota planning, and sales process design - Partner with Legal and Finance to streamline the quote-to-cash process and reduce deal cycle friction without compromising margin or compliance
• Build scalable playbooks for deal structuring, renewals, and expansion opportunities

Compensation & Incentive Design

• Design, model, and administer sales compensation plans (quotas, accelerators, SPIFs) that align seller behavior with company revenue priorities
• Partner with People/HR and Finance leadership on plan governance, approval workflows, and compensation committee materials
• Run quarterly/annual plan reviews, using performance data to recommend structural changes as the business and pricing model evolve
• Ensure compensation calculations are accurate, auditable, and defensible - including close partnership with Finance on accruals and payout reconciliation

What You'll Bring

• 8+ years of experience in Revenue Operations, Sales Operations, FP&A, or a related field, with at least 3+ years in a leadership capacity
• Demonstrated experience owning deal desk and/or sales compensation design in a B2B SaaS or consumption/usage-based revenue model
• Strong financial and analytical fluency - comfortable building models independently, not just reviewing them
• Deep familiarity with Salesforce (or comparable CRM) and modern BI/analytics tooling - Track record partnering cross-functionally with Finance, Legal, and People leaders, ideally with direct exposure to executive or board-level reporting
• Excellent communication skills - ab