RevOps Director: Strategy, Deals & Growth

Front Door Defense; Mountain View, Northern (CA, KY); Hybrid; USD 192,000 - 245,000; 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 high-visibility role reports to the CFO and collaborates with Sales, Finance, Legal, and People teams in Mountain View.

The role focuses on operating the revenue engine for a consumption-based model, owning systems, analytics, and incentive structures to drive predictable revenue and strong sales performance.

Qualifications

• 8+ years in Revenue Operations, Sales Operations, FP&A, or 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; cross-functional partnering with Finance, Legal, and People leaders
• Excellent communication skills—able to translate complex revenue mechanics into clear narratives for non-technical stakeholders
• Experience operating in a high-growth, fast-changing environment where process is still being built
• Nice to Have: Identity verification, fraud/risk, cybersecurity, or related SaaS category

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; collaborate with Legal and Finance to streamline quote-to-cash while protecting margins and compliance
• Build scalable playbooks for deal structuring, renewals, and expansion opportunities
• Design, model, and administer sales compensation plans (quotas, accelerators, SPIFs) aligned with revenue priorities
• Partner with People/HR and Finance on governance, approval workflows, and compensation committee materials
• Run quarterly/annual plan reviews using performance data to propose structural changes as the business evolves
• Ensure compensation calculations are accurate, auditable, and reconciled with Finance on accruals and payouts

Skills

Revenue Operations

Sales Operations

FP&A

Leadership

Financial modeling

Tools

Salesforce

BI/Analytics tools

Job description

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 high-visibility role reports to the CFO and collaborates with Sales, Finance, Legal, and People teams in Mountain View.

The role focuses on operating the revenue engine for a consumption-based model, owning systems, analytics, and incentive structures to drive predictable revenue and strong sales performance.