Director, Head of Revenue Operations
Sign up free to see how well your resume matches this role.
What you'll do
- 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
- Partner with Legal and Finance to streamline the quote-to-cash process and reduce deal cycle friction without compromising margin or compliance
- Build scalable playbooks for deal structuring, renewals, and expansion opportunities
- Design, model, and administer sales compensation plans (quotas, accelerators, SPIFs) that align seller behavior with company revenue priorities
- Partner with People/HR and Finance leadership on plan governance, approval workflows, and compensation committee materials
- Run quarterly/annual plan reviews, using performance data to recommend structural changes as the business and pricing model evolve
- Ensure compensation calculations are accurate, auditable, and defensible — including close partnership with Finance on accruals and payout reconciliation
What they're looking for
- 8+ years of experience in Revenue Operations, Sales Operations, FP&A, or a 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
- Track record partnering cross-functionally with Finance, Legal, and People leaders, ideally with direct exposure to executive or board-level reporting
- 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, not just maintained
Nice to have
- Experience in identity verification, fraud/risk, cybersecurity, or another trust-and-safety-adjacent SaaS category
- Prior experience supporting a company through M&A, corporate restructuring, or investor/board reporting cycles
- Experience standing up a Revenue Operations function from scratch or significantly re-architecting one
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
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 looking for 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 is a newly scoped, high-visibility role reporting directly to the CFO, with significant partnership across Sales, Finance, Legal, and People teams.
ID.me's consumption-based revenue model — where usage, verification volume, and contract structure all drive top-line outcomes — makes Revenue Operations a strategic function rather than a purely administrative one. You'll own the systems, analytics, and incentive structures that make revenue predictable, deals efficient, and sales performance fairly and effectively rewarded.
This role is ideal for someone who has operated at the intersection of sales, finance, and analytics — someone equally comfortable structuring a deal desk workflow, building a bookings-to-revenue bridge, or designing a compensation plan that actually motivates the right behavior.
Why This Role Matters
This position sits at the center of ID.me's growth strategy — with direct visibility into the CFO's office and a mandate to shape how the company measures, forecasts, and rewards revenue performance. You'll have the opportunity to build the operating rhythm and infrastructure for a scaling, consumption-based business from a genuinely influential sea
What You'll Do
Sales Operations & Deal Desk
- 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 - Partner with Legal and Finance to streamline the quote-to-cash process and reduce deal cycle friction without compromising margin or compliance
- Build scalable playbooks for deal structuring, renewals, and expansion opportunities
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 leadership on plan governance, approval workflows, and compensation committee materials
- Run quarterly/annual plan reviews, using performance data to recommend structural changes as the business and pricing model evolve
- Ensure compensation calculations are accurate, auditable, and defensible — including close partnership with Finance on accruals and payout reconciliation
What You'll Bring
- 8+ years of experience in Revenue Operations, Sales Operations, FP&A, or a 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 - Track record partnering cross-functionally with Finance, Legal, and People leaders, ideally with direct exposure to executive or board-level reporting
- 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, not just maintained
Nice to Have
- Experience in identity verification, fraud/risk, cybersecurity, or another trust-and-safety-adjacent SaaS category
- Prior experience supporting a company through M&A, corporate restructuring, or investor/board reporting cycles
- Experience standing up a Revenue Operations function from scratch or significantly re-architecting one
#LI-ST2
The annual base salary listed does not include a company bonus, incentive for sales roles, equity and benefits which will be determined based on experience, skills, education, relevant training, geographic location and role.
ID.me offers comprehensive medical, dental, vision, health savings account, flexible spending accounts (medical, limited purpose, dependent care, commuter benefit accounts), basic and voluntary life and AD&D insurance, 401(k) with company match, parental leave, ability to participate in unlimited paid time off subject to the terms and conditions of the PTO policy, including 8 company wide holidays, short and long-term disability insurance, accident and critical illness insurance, referral bonus policy, employee assistance program, pet insurance, travel assistant program, wellbeing and childcare discounts, benefit advocates, and a learning and development benefit.
Final offers may vary from the amount listed based on qualifications, professional experiences, skills, education, relevant training, geographic location, and other job related factors.
ID.me maintains a work environment free from discrimination, where employees are treated with dignity and respect. All ID.me employees share in the responsibility for fulfilling our commitment to equal employment opportunity. ID.me does not discriminate against any employee or applicant on the basis of age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. ID.me adheres to these principles in all aspects of employment, including recruitment, hiring, training, compensation, promotion, benefits, social and recreational programs, and discipline. In addition, ID.me's policy is to provide reasonable accommodation to qualified employees who have protected disabilities to the extent required by applicable laws, regulations and ordinances where a particular employee works. Upon request we will provide you with more information about such accommodations.
Please review our Privacy Policy, including our CCPA policy, at id.me/privacy. If you provide ID.me with any personally identifiable information you confirm that you have read and agree to be bound by the terms and conditions set out in our Privacy Policy.
ID.me participates in E-Verify.
Company
Company facts come from this company's own listings. We only show what the postings themselves carry.