Revenue Operations Specialist

ID.me; Mountain View, McLean (CA, VA); On-site; USD 121,000 - 161,000; Full time

Job summary

ID.me is seeking a Revenue Operations Specialist to optimize the Lead-to-Cash journey and partner with Sales, Finance, Legal, and Product. The role focuses on reducing friction, ensuring data integrity, and delivering actionable insights to drive revenue growth.

The position is on-site with flexible locations in Mountain View, CA or McLean, VA, requiring strong analytical and communication skills to support revenue operations in a fast-growing SaaS environment.

Qualifications

• Bachelor’s degree required in Finance, Economics, or STEM field.
• 3–5 years of Revenue/Sales Operations or related roles.
• Demonstrated experience coordinating across Sales, Finance, Legal.

Responsibilities

• Lead-to-Cash support across opportunity validation, quotes, and contracting.
• Coordinate cross-functional teams to align opportunities and revenue recognition.
• Track operational requests and ensure visibility and timely resolution.
• Prepare analyses and reports to highlight trends and bottlenecks for leadership.

Skills

Detail-oriented

Problem solving

Cross-functional collaboration

Data-driven decision making

Education

Bachelor’s degree in Finance, Economics, or STEM

Tools

Salesforce

CPQ

Marketo

Gong

Clari

Seismic

Rocketlane

SQL

Tableau

Google Sheets

Claude

GitHub

Zapier

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 this Role

We are seeking a Revenue Operations Specialist to join our dynamic Revenue Operations team. In this role, you will be a key partner to our Sales organization, focusing on optimizing the "Lead-to-Cash" journey. You will combine operational excellence with a service-oriented mindset to ensure our sales processes are efficient, transparent, and scalable.

The ideal candidate is a detail-oriented problem solver who enjoys bridging the gap between Sales, Finance, Legal, and Product. You will play a critical role in reducing sales friction, maintaining data integrity, and providing the insights necessary to drive predictable revenue growth.

This role is 5 days a week onsite in Mountain View, CA or McLean, VA.

Key Responsibilities

Revenue Operations

• Lead-to-Cash Support: Enable and support Sales Representatives throughout the Lead-to-Cash process, including opportunity validation, quote creation, and contracting.
• Cross-Functional Coordination: Coordinate with Sales, Finance, Legal, Product, and Data Analytics to align Sales Opportunities and ensure compliance with company policies and revenue recognition standards.
• Request Management: Track and organize incoming operational requests (e.g., deal desk inquiries, CRM troubleshooting, contracting hurdles) to ensure visibility and timely resolution across teams.
• Reporting & Analysis: Prepare summaries and reports that highlight trends, bottlenecks, and key focus areas within the sales process to inform leadership decision-making.

Process Development & Project Management

• Workflow Documentation: Support cross-functional process improvement efforts by documenting RevOps workflows (e.g., Sales Playbooks, Deal Desk protocols) and gathering feedback for iteration.
• Project Execution: Assist in project management activities such as implementing new sales tools, preparing project updates, and tracking action items for revenue-driving initiatives.
• Impact Measurement: Collect and analyze data to measure the effectiveness of new processes and tools on sales velocity and win rates.
• Change Management: Provide hands-on support to implement process changes and ensure smooth adoption across the Sales and Customer Success teams.
• AI-Driven Innovation: Maintain a hands-on mentality in leveraging AI tools to automate repetitive tasks, identify process bottlenecks, and drive continuous improvement.

Basic Qualifications

• Education: Bachelor’s degree in Finance, Economics, or a STEM field.
• Experience: 3–5 years of experience in Revenue Operations, Sales Operations, Program Management, or related operational roles.
• Collaboration: Demonstrated experience managing revenue operations and collaborating effectively across multiple stakeholders (Sales, Finance, Legal).

Preferred Qualifications

• CRM Expertise: Proficiency with Salesforce (or similar CRM), specifically in managing complex opportunities, CPQ (Configure, Price, Quote) workflows, and reporting.
• Tech Stack Knowledge: Familiarity with modern Marketing and RevOps tools (e.g., Marketo, Gong, Clari, Seismic or Rocketlane).
• Analytical Skills: Strong business analytics skills with the ability to use SQL, Tableau, or Google Sheets to synthesize complex data into actionable insights.
• Deal Desk Experience: Previous experience in a Deal Desk or Sales Support capacity, helping navigate complex contract terms and pricing approvals.
• Communication: Outstanding communication skills with the ability to explain complex operational processes to non-technical stakeholders.
• Agility: Comfort working in a fast-paced, high-growth SaaS environment with shifting priorities and a bias toward action.
• AI & Automation Proficiency: Experience utilizing AI and automation tools (e.g., Claude, GitHub, Zapier) to streamline workflows, automate repetitive tasks, and increase operational efficiency.

The Ideal Candidate Will Thrive In

• A collaborative environment where "Sales Support" is viewed as a strategic partnership.
• A setting that values data-driven decision-making and process transparency.
• A mission-driven company that prioritizes reducing friction to accelerate impact and innovation.

The annual base salary listed does not include a company bonus, incentive for sales roles, equity and benefits which will be determined based on experience, skills, education, relevant training, geographic location and role.

ID.me offers comprehensive medical, dental, vision, health savings account, flexible spending accounts (medical, limited purpose, dependent care, commuter benefit accounts), basic and voluntary life and AD&D insurance, 401(k) with company match, parental leave, ability to participate in unlimited paid time off subject to the terms and conditions of the PTO policy, including 8 company wide holidays, short and long-term disability insurance, accident and critical illness insurance, referral bonus policy, employee assistance program, pet insurance, travel assistant program, wellbeing and childcare discounts, benefit advocates, and a learning and development benefit.

Final offers may vary from the amount listed based on qualifications, professional experiences, skills, education, relevant training, geographic location, and other job related factors.

U.S. Pay Range

$92,584 - $144,160 USD

Mountain View, CA Pay Range

$120,925 - $161,170 USD

ID.me maintains a work environment free from discrimination, where employees are treated with dignity and respect. All ID.me employees share in the responsibility for fulfilling our commitment to equal employment opportunity. ID.me does not discriminate against any employee or applicant on the basis of age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. ID.me adheres to these principles in all aspects of employment, including recruitment, hiring, training, compensation, promotion, benefits, social and recreational programs, and discipline. In addition, ID.me's policy is to provide reasonable accommodation to qualified employees who have protected disabilities to the extent required by applicable laws, regulations and ordinances where a particular employee works. Upon request we will provide you with more information about such accommodations.

Please review our Privacy Policy, including our CCPA policy, at id.me/privacy . If you provide ID.me with any personally identifiable information you confirm that you have read and agree to be bound by the terms and conditions set out in our Privacy Policy.

ID.me participates in E-Verify.