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ID.me is hiring a Manager of Sales Compensation to own the day-to-day design, administration, and analysis of sales incentive programs within the Revenue Operations function. This role partners closely with Finance, People/HR, and Sales leadership to ensure compensation plans are accurate, motivating, and aligned to company priorities.
ID.me operates a consumption-based revenue model, which means sales compensation requires sophisticated quantitative modeling beyond simple commission-on-bookings calculations. Plans must account for usage ramp, contract structure, and revenue timing. This role combines rigorous analytical work with hands-on plan administration, giving you direct ownership over a program that shapes seller behavior and business outcomes.
Key responsibilities include:
**Plan Design & Administration:** Own end-to-end administration of sales compensation plans including quotas, commission structures, accelerators, SPIFs, and draws. Calculate and process monthly/quarterly commission payouts with accuracy and auditability, partnering with Finance on accruals and reconciliation. Maintain clear, compliant plan documentation and manage the rollout process each cycle, including communication, rep sign-off, and dispute resolution.
**Analysis & Optimization:** Analyze plan performance against pipeline, bookings, and revenue outcomes to identify where incentives drive (or fail to drive) desired behavior. Model financial impact of proposed plan changes through scenario analysis for new structures, quota changes, or org redesigns. Partner with Revenue Operations and FP&A on quota-setting methodology tied to territory potential and company revenue targets. Build and maintain dashboards providing Sales leadership and Finance real-time visibility into attainment, payouts, and plan cost.
**Cross-Functional Partnership:** Serve as primary point of contact for sales reps and managers on compensation questions, disputes, and plan interpretation. Partner with People/HR on new hire comp setup, role changes, leaves, and terminations. Support Legal and Finance in maintaining compliant, well-governed compensation policies and approval workflows. Assist in preparing materials for compensation plan reviews and governance discussions.
ID.me is a digital identity platform serving 152+ million users across 20 federal agencies, 45 state government agencies, 70+ healthcare organizations, and 600+ consumer brands. The company is headquartered in McLean, VA with offices in Mountain View, NYC, and Tampa, FL. This role is on-site five days per week at the Mountain View office.
