Senior Analyst / Manager, Sales Operations & Deal Desk

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

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 the Role

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. Given ID.me's consumption-based pricing model, deals often involve non-standard structures - usage tiers, ramp schedules, minimum commitments - that require careful review and consistent governance. This role is a strong fit for someone who's detail-oriented, systems-fluent, and energized by being the person who keeps sales moving efficiently without sacrificing deal quality or compliance. Level (Senior Analyst vs. Manager) will be determined based on the candidate's experience.

Why This Role Matters

Sales Operations & Deal Desk is where strategy meets execution - every deal that closes efficiently and every clean pipeline report starts here. This role gives you direct, visible impact on how quickly and effectively ID.me's sales team can operate.

What You'll Do

Deal Desk

• 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

Sales Operations

• 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

Cross-Functional Partnership

• Act as the go-to resource for sales reps and managers on process, systems, and deal questions
• Partner with Finance/FP&A to ensure deal terms and CRM data flow cleanly into revenue reporting and forecasting
• Support onboarding and training for new sales hires on CRM usage, deal desk process, and sales tools
• Assist with ad hoc analysis and projects as Revenue Operations scales

What You'll Bring

• 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 - comfortable being the person who enforces consistency
• Clear communicator who can explain policy and process to sales reps without being a bottleneck
• Comfort operating in a fast-paced, high-growth environment