Revenue Operations Specialist

About the role

We are seeking a Revenue Operations Specialist to join our dynamic Revenue Operations team. In this role, you will be a key partner to our Sales organization, focusing on optimizing the "Lead-to-Cash" journey. You will combine operational excellence with a service-oriented mindset to ensure our sales processes are efficient, transparent, and scalable.

Key Responsibilities

• Revenue Operations

  • Lead-to-Cash Support: Enable and support Sales Representatives throughout the Lead-to-Cash process, including opportunity validation, quote creation, and contracting.
  • Cross-Functional Coordination: Coordinate with Sales, Finance, Legal, Product, and Data Analytics to align Sales Opportunities and ensure compliance with company policies and revenue recognition standards.
  • Request Management: Track and organize incoming operational requests (e.g., deal desk inquiries, CRM troubleshooting, contracting hurdles) to ensure visibility and timely resolution across teams.
  • Reporting & Analysis: Prepare summaries and reports that highlight trends, bottlenecks, and key focus areas within the sales process to inform leadership decision-making.

• Process Development & Project Management

  • Workflow Documentation: Support cross-functional process improvement efforts by documenting RevOps workflows (e.g., Sales Playbooks, Deal Desk protocols) and gathering feedback for iteration.
  • Project Execution: Assist in project management activities such as implementing new sales tools, preparing project updates, and tracking action items for revenue-driving initiatives.
  • Impact Measurement: Collect and analyze data to measure the effectiveness of new processes and tools on sales velocity and win rates.
  • Change Management: Provide hands-on support to implement process changes and ensure smooth adoption across the Sales and Customer Success teams.
  • AI-Driven Innovation: Maintain a hands-on mentality in leveraging AI tools to automate repetitive tasks, identify process bottlenecks, and drive continuous improvement.

Basic Qualifications

• Education

  • Bachelor’s degree in Finance, Economics, or a STEM field.

• Experience

  • 3–5 years of experience in Revenue Operations, Sales Operations, Program Management, or related operational roles.

• Collaboration

  • Demonstrated experience managing revenue operations and collaborating effectively across multiple stakeholders (Sales, Finance, Legal).

Preferred Qualifications

• CRM Expertise

  • Proficiency with Salesforce (or similar CRM), specifically in managing complex opportunities, CPQ (Configure, Price, Quote) workflows, and reporting.

• Tech Stack Knowledge

  • Familiarity with modern Marketing and RevOps tools (e.g., Marketo, Gong, Clari, Seismic or Rocketlane).

• Analytical Skills

  • Strong business analytics skills with the ability to use SQL, Tableau, or Google Sheets to synthesize complex data into actionable insights.

• Deal Desk Experience

  • Previous experience in a Deal Desk or Sales Support capacity, helping navigate complex contract terms and pricing approvals.

• Communication

  • Outstanding communication skills with the ability to explain complex operational processes to non-technical stakeholders.

• Agility

  • Comfort working in a fast-paced, high-growth SaaS environment with shifting priorities and a bias toward action.

• AI & Automation Proficiency

  • Experience utilizing AI and automation tools (e.g., Claude, GitHub, Zapier) to streamline workflows, automate repetitive tasks, and increase operational efficiency.

Pay Range

$92,584 - $144,160 USD

Benefits

• 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.

Equal Opportunity Employer

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.