Director

Who you are

• 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
• 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
• 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

What the job involves

• 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 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
• 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

Benefits

• Company-Sponsored Medical, Dental, and Vision Plans for You and Your Family
• Paid Parental Leave
• Generous Paid Time Off
• 401K With Employer Matching
• Company-Sponsored Life Insurance
• Employee Equity Incentive Plan
• Remote Opportunities
• Multiple Lounge Areas and Game Room
• Numerous Mental Health Resources