Director of Revenue Operations & Strategy

ID.me; Mountain View (CA); On-site; USD 192,000 - 245,000; Full time

Benefits offered by this job

Medical benefits

401(k) with company match

Unlimited PTO

Parental leave

Job summary

ID.me is seeking a Director of Revenue Operations in Mountain View to unite Sales, Finance, Legal, and People in a high-impact role reporting to the CFO. You will own systems, analytics, and incentive design to drive predictable revenue and efficient deals.

You will lead a cross-functional team to optimize the deal desk, pricing governance, quota design, and quote-to-cash processes while partnering with executives to align compensation with growth goals.

Qualifications

• 8+ years in Revenue Operations, Sales Ops, FP&A or related field with 3+ years in leadership
• Experience owning deal desk and/or sales compensation design in B2B SaaS or usage-based models
• Strong financial and analytical fluency
• Deep familiarity with Salesforce and BI/analytics tools; cross-functional partnering
• Excellent communication skills for non-technical stakeholders
• Experience in a high-growth environment with evolving processes

Responsibilities

• Own and continuously improve the deal desk function—pricing approvals, non-standard terms, discounting governance, and contract structuring for a consumption-based model
• Support the sales org with CRM architecture, pipeline hygiene, territory/quota planning, and quote-to-cash collaboration with Legal and Finance
• Build scalable playbooks for deal structuring, renewals and expansions
• Design, model and administer sales compensation plans (quotas, accelerators, SPIFs) with governance materials
• Lead plan reviews using performance data to guide structural changes
• Ensure compensation calculations are accurate, auditable, and compliant in partnership with Finance

Skills

Revenue Operations

Sales Operations

FP&A

Deal desk

Sales compensation design

Salesforce

BI/analytics tooling

Cross-functional collaboration

Communication

Fast-paced environment

Identity verification

M&A experience

Revenue Ops build

Tools

Salesforce

Job description

ID.me is seeking a Director of Revenue Operations in Mountain View to unite Sales, Finance, Legal, and People in a high-impact role reporting to the CFO. You will own systems, analytics, and incentive design to drive predictable revenue and efficient deals.

You will lead a cross-functional team to optimize the deal desk, pricing governance, quota design, and quote-to-cash processes while partnering with executives to align compensation with growth goals.