Head of Revenue Operations

iDme Technologies Corp; Mountain View (CA); Remote; USD 180,000 - 270,000; Full time

Benefits offered by this job

Medical, Dental, Vision

Paid Parental Leave

Generous PTO

401K with employer match

Life Insurance

Employee Equity Incentive Plan

Remote opportunities

Game room

Mental health resources

Job summary

ID.me is seeking a Director of Revenue Operations to build and lead the function connecting our go-to-market motion with the financial engine. Reporting to the CFO, you will own systems, analytics, and incentive structures to make revenue predictable and deals efficient.

You will design the deal desk, SalesForce CRM, quota planning, and sales compensation while partnering with Finance, Legal, and People to ensure compliant, scalable growth in a consumption-based model.

Qualifications

• 8+ years in Revenue Operations, Sales Operations, FP&A, or related field; 3+ years in leadership.
• Strong financial and analytical fluency with ability to build and explain models.
• Experience owning deal desk and/or sales compensation design in B2B SaaS or consumption-based models.
• Excellent communication skills for non-technical stakeholders.
• Deep familiarity with Salesforce and BI/analytics tooling; cross-functional partner.
• Experience in a high-growth environment where process is being built.

Responsibilities

• Own and continuously improve the deal desk function: pricing approvals, terms, discounting governance, and contract structuring.
• Serve as the operational backbone for sales: CRM architecture, pipeline hygiene, territory/quota planning, sales process design.
• Build scalable playbooks for deal structuring, renewals, and expansions.
• Design and administer sales compensation plans aligned with revenue priorities.
• Lead plan governance with People/HR and Finance; prepare executive/board reporting.
• Run quarterly/annual plan reviews and ensure accurate, auditable compensation calculations.

Skills

Revenue Operations

Sales Operations

FP&A

Leadership

Salesforce

BI / Analytics

Cross-functional collaboration

Communication

Tools

Salesforce

BI Tools

Job description

• 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
• ID.me’s consumption-based revenue model — where usage, verification volume, and contract structure all drive top-line outcomes — makes Revenue Operations a strategic function rather than a purely administrative one
• You’ll own the systems, analytics, and incentive structures that make revenue predictable, deals efficient, and sales performance fairly and effectively rewarded
• 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
• 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

Benefits

• Company-Sponsored Medical, Dental, and Vision Plans for You and Your Family
• Paid Parental Leave
• Generous Paid Time Off
• 401K With Employer Matching
• Company-Sponsored Life Insurance
• Employee Equity Incentive Plan
• Remote Opportunities
• Multiple Lounge Areas and Game Room
• Numerous Mental Health Resources

This role is ideal for someone who has operated at the intersection of sales, finance, and analytics — someone equally comfortable structuring a deal desk workflow, building a bookings-to-revenue bridge, or designing a compensation plan that actually motivates the right behaviorStrong financial and analytical fluency — comfortable building models independently, not just reviewing themDemonstrated experience owning deal desk and/or sales compensation design in a B2B SaaS or consumption/usage-based revenue modelExcellent communication skills — able to translate complex revenue mechanics into clear narratives for non-technical stakeholders8+ years of experience in Revenue Operations, Sales Operations, FP&A, or a related field, with at least 3+ years in a leadership capacityDeep 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 reportingExperience operating in a high-growth, fast-changing environment where process is still being built, not just maintainedExperience in identity verification, fraud/risk, cybersecurity, or another trust-and-safety-adjacent SaaS categoryExperience standing up a Revenue Operations function from scratch or significantly re-architecting onePrior experience supporting a company through M&A, corporate restructuring, or investor/board reporting cycles