Sales Operations & Deal Desk Leader

idme; Mountain View (CA); On-site; USD 140,000 - 190,000; Full time

Job summary

ID.me is hiring a Manager of Sales Operations & Deal Desk to be the operational engine behind our sales process - from pipeline hygiene and CRM administration to deal structuring and approvals. This role sits within Revenue Operations and is the day-to-day partner Sales reps and managers turn to for anything that touches process, systems, or deal terms.

Level (Senior Analyst vs. Manager) will be determined based on the candidate's experience.

Qualifications

• 3+ years (Senior Analyst) or 5+ years (Manager) of experience in sales operations, deal desk, or a related analytical function, ideally in B2B SaaS.
• Strong hands-on experience with Salesforce (or comparable CRM) - administration, reporting, and workflow configuration.
• Strong Excel/spreadsheet skills; comfort building clean, reliable analysis under time pressure.
• High attention to detail and a process-oriented mindset.
• Clear communicator who can explain policy and process to sales reps without being a bottleneck.

Responsibilities

• Review and approve deal structures, pricing exceptions, discounting, and non-standard contract terms in line with company policy.
• Partner with Sales, Legal, and Finance to structure deals for ID.me's consumption-based pricing model - usage tiers, minimum commitments, ramp schedules, and renewal terms.
• Maintain deal desk approval workflows and playbooks, ensuring consistent turnaround times and clear escalation paths.
• Track and report on deal desk cycle time, exception volume, and win/loss patterns tied to deal structure.
• Own CRM data integrity and administration (Salesforce): pipeline hygiene, opportunity stages, fields, and reporting structure.
• Support territory design, account assignment, and quota allocation in partnership with Sales leadership.
• Build and maintain sales dashboards and reporting for pipeline coverage, forecast accuracy, and rep productivity.
• Identify and implement process improvements across the quote-to-cash lifecycle, reducing friction for reps and improving data quality for Finance.

Skills

Salesforce administration

Excel/spreadsheet skills

Data analysis

Attention to detail

Clear communicator

Tools

Salesforce

Job description

ID.me is hiring a Manager of Sales Operations & Deal Desk to be the operational engine behind our sales process - from pipeline hygiene and CRM administration to deal structuring and approvals. This role sits within Revenue Operations and is the day-to-day partner Sales reps and managers turn to for anything that touches process, systems, or deal terms.

Level (Senior Analyst vs. Manager) will be determined based on the candidate's experience.