ID.me
Head of Revenue Operations
Mountain View, California, United States · Senior · Full-time
Stay score
odds of building a lasting career here
Sponsors, but it's cap-subject — you still face the weighted lottery (~61% per draw at Level IV). Good if you win; have a cap-exempt backup on your list.
Lottery odds assume a STEM candidate.
Personalize to your clock →H-1B wage level
the lottery is wage-weighted — each level is one more entry
$26,939 more — $89,939 — moves this role to Level II and 2 lottery entries. That figure is inside the range the employer already advertised.
Based on the DOL prevailing wage for this occupation and worksite, a base salary of $89,939 would place this position at wage Level II. That figure is within the posted range, and I'd like to target it. This role classifies under "Sales Managers" for prevailing-wage purposes.
DOL prevailing wage, 2026-27 wage year · Sales Managers (11-2022) · Bakersfield-Delano, CA. Wage level is derived by USCIS from the offered wage, occupation and worksite; the occupation shown is inferred from the job title.
Employer immigration record
from this employer's Department of Labor filings
Files H-1B transfers
Sourced from Department of Labor LCA, PERM and prevailing-wage disclosure data. Employer matching is by name, so figures may be split across an employer's legal entities. Absence of a filing means none appears in our copy of the data, not that none exists.
Community outcomes
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About the role
- This is a newly scoped, high-visibility role reporting directly to the CRO, with significant partnership across Sales, Finance, Legal, and People teams.
- This position sits at the center of ID.me's growth strategy - with direct visibility into the CRO's office and a mandate to shape how the company measures, forecasts, and rewards revenue performance.
Responsibilities
- Own and continuously improve the deal desk function - pricing approvals, non-standard terms, discounting governance, and contract structuring for a consumption-based pricing model
- 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
- 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
- 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 600 consumer brands use ID.me to verify communities and user segments to honor service and build more authentic relationships.
Requirements
- 8+ years of experience in Revenue Operations, Sales Operations, FP&A, or a related field, with at least 3+ years in a leadership capacity
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
- All ID.me employees share in the responsibility for fulfilling our commitment to equal employment opportunity.
- Upon request we will provide you with more information about such accommodations.
- ID.me participates in E-Verify.
Compensation
- Run quarterly/annual plan reviews, using performance data to recommend structural changes as the business and pricing model evolve
Benefits
- Over 175 million users experience streamlined login and identity verification with ID.me at 22 federal agencies, 50 state government agencies, and more than 100 healthcare organizations.
Company info
- 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.
This listing is sourced directly from ID.me's careers page and normalized into a canonical job model.