Head of Revenue Operations

Company Overview

IDMe is the next-generation digital identity wallet that simplifies how individuals securely prove their identity online. Consumers can verify their identity with IDMe once and seamlessly login across websites without having to create a new login and verify their identity again. Over 175 million users experience streamlined login and identity verification with IDMe at 22 federal agencies, 50 state government agencies, and more than 100 healthcare organizations. Over 600 consumer brands use IDMe to verify communities and user segments to honor service and build more authentic relationships. IDMe’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. IDMe 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/.

IDMe 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 IDMe, 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 Head of Revenue Operations to build and lead the function that connects our go-to-market motion to the product, R&D and financial engine of the business. This is a newly scoped, high-visibility role reporting directly to the CRO, with deep partnership across Sales, Finance, Product, Legal and People.

Our revenue model is mixed and is complex B2B, B2C, and B2B2C: usage-based transactions, per-member annual licenses and platform fees, billed in arrears or prepaid, across consumer, government, enterprise and partner channels.  We will also be introducing Product Led Growth and sell-to and sell-through partner and channel models in the upcoming quarters.   Pricing, forecasting and seller incentives all have to work across those models at once. You will own the systems, analytics and operating rhythm that make revenue predictable, human and financial capital recommendations, and our teams rewarded for the right behavior.

This role suits an operator who has run RevOps at a strong GTM company, builds models and dashboards hands-on, and is fluent in using AI to automate the work.

Why This Role Matters

The mission of ID.me is to make the world a more trusted place by delivering the highest level of security with the least amount of friction at the lowest possible cost.   Revops plays a key role in this.  You will give the CRO, CEO, and board a forecast, pipeline view, and quota plan they can run the business on, and you will close the loop between what Sales hears from customers, what Product builds and what Finance books. In your first year you will refine an existing use case intake process, the pricing and packaging model and the ARR forecast.   In the short term, you will partner with and eventually take over from the interim RevOps consultancy that is currently auditing and mapping our GTM and data systems.

What You'll Do

Use case intake and the closed loop

• Own the Use Case Intake (UCI) process: Sales completes it on every opportunity to capture customer intent, confirm the product can deliver, inform the roadmap and set the baseline for pricing and packaging.
• Integrate UCI from first touch through presales, post-sales, product requirements and revenue forecasting, so a use case is traceable from opportunity to roadmap item to booked and recognized revenue.

Pricing and packaging

• Build and maintain the base pricing model with the flexibility to support pay-as-you-go, prepaid, multi-year, platform fee versus consumption, and success-based versus rate card structures.
• Model scenarios for Sales, Finance and the CRO, and keep the model aligned with contract terms and the billing system.

Pipeline, forecasting and ARR

• Deliver core pipeline reporting by month, quarter, year and next year: stage progression, win rates, sales cycle length and average order value by rep, segment and use case.
• Build the pipeline-to-closed ARR forecast, accounting for pricing mix, attrition and organic growth, and reconcile it with Finance.
• Run the weekly forecast cadence with the CRO and the quarterly business reviews.

Compensation

• Design sales compensation plans for a mixed revenue model (quotas, accelerators, SPIFs) that drive the right seller behavior. Finance keeps ownership of payout math and accruals; you own plan design, modeling and governance with HR.

Value selling

• Integrate the value selling framework with Sales and Customer Success: milestone 1 assessment in presales, milestone 2 baseline of the customer's operations, milestone 3 value realization.
• Feed product telemetry into customer dashboards so customers can see the value they receive.

GTM systems and AI

• Own the GTM stack hands-on (Salesforce, contract lifecycle management, billing and BI tooling), including data integrity between CRM, contracts, billing and the data warehouse.
• Use AI to automate intake, forecasting, deal analysis and reporting, and teach the sales organization to use it.
• Manage interim consultants and partners, then hire and lead the permanent RevOps team.

What You'll Bring

• 10+ years in Revenue Operations, Sales Operations, GTM strategy or a related field, including 4+ years leading a team, at a high-growth B2B or B2B2C company with a strong GTM reputation.
• Measured results you can describe in numbers: forecast accuracy, win-rate or cycle-time gains, pricing changes and their revenue effect, comp plans you redesigned.
• Hands-on experience with usage-based, consumption or hybrid pricing, and with designing comp plans for it.
• Strong financial and analytical skills: you build the models yourself, and can bridge pipeline to bookings to ARR with Finance.
• Deep Salesforce experience and modern BI tooling; working use of AI tools and agents in your own workflows.
• A record of partnering with Finance, Legal, Product and People, with exposure to executive and board reporting.
• Clear communication that turns revenue mechanics into plain narratives for non-technical leaders.
• Comfort building process where little exists.

Nice to Have

• Identity verification, fraud and risk, cybersecurity, fintech or payments experience.
• Experience selling to both government and commercial customers.
• Prior value-engineering or business value management practice.
• Experience standing up a RevOps function from scratch, or supporting a company through M&A, restructuring or investor reporting cycles.

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. 

IDMe 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.

Mountain View, CA and New York, NY Pay Range$230,000—$292,000 USD

IDMe maintains a work environment free from discrimination, where employees are treated with dignity and respect. All IDMe employees share in the responsibility for fulfilling our commitment to equal employment opportunity. IDMe 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. IDMe adheres to these principles in all aspects of employment, including recruitment, hiring, training, compensation, promotion, benefits, social and recreational programs, and discipline. In addition, IDMe'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.

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