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ID.me is seeking a Director of Revenue Operations to build and lead a newly scoped, high-visibility function reporting directly to the CFO. This role sits at the intersection of sales, finance, and analytics, connecting go-to-market strategy to the financial engine of the business.
ID.me is a digital identity wallet serving 152+ million users across 20 federal agencies, 45 state government agencies, 70+ healthcare organizations, and 600+ consumer brands. The company operates on a consumption-based revenue model where usage, verification volume, and contract structure drive top-line outcomes, making Revenue Operations a strategic rather than purely administrative function.
Key responsibilities include:
Sales Operations & Deal Desk: Own and continuously improve the deal desk function including pricing approvals, non-standard terms, discounting governance, and contract structuring for consumption-based pricing. Serve as the operational backbone for sales: CRM architecture (Salesforce), pipeline hygiene, territory and quota planning, and sales process design. Partner with Legal and Finance to streamline quote-to-cash processes and reduce deal cycle friction. Build scalable playbooks for deal structuring, renewals, and expansion.
Compensation & Incentive Design: Design, model, and administer sales compensation plans (quotas, accelerators, SPIFs) that align seller behavior with company revenue priorities. Partner with People/HR and Finance on plan governance and approval workflows. Run quarterly/annual plan reviews using performance data to recommend structural changes. Ensure compensation calculations are accurate, auditable, and defensible.
Required qualifications: 8+ years in Revenue Operations, Sales Operations, FP&A, or related field with 3+ years in leadership capacity. Demonstrated experience owning deal desk and/or sales compensation design in B2B SaaS or consumption/usage-based revenue models. Strong financial and analytical fluency with ability to build models independently. Deep familiarity with Salesforce or comparable CRM platforms.
