Revenue Operations Specialist

Job Description

Revenue Operations Specialist | ID.me

The Tone:
This is a full-time role at ID.me, located in Mountain View, CA or McLean, VA, five days a week onsite. ID.me builds a next-generation digital identity wallet that simplifies how individuals securely prove their identity online. Over 152 million users experience streamlined login and identity verification with ID.me at numerous federal, state, and healthcare agencies, as well as with over 600 consumer brands. This role is crucial for optimizing the “Lead-to-Cash” journey, ensuring sales processes are efficient, transparent, and scalable.

The TL;DR
• Role: Full Time
• Type: Full-time
• Location: In-person, Mountain View, CA or McLean, VA
• Pay: $120925–$161170 yearly
• Team: Revenue Operations
• Mission: Optimize the “Lead-to-Cash” journey by ensuring efficient, transparent, and scalable sales processes.
• Tech Stack: Salesforce (or similar CRM), CPQ, Marketo, Gong, Clari, Seismic or Rocketlane, SQL, Tableau, Google Sheets, Claude, GitHub, Zapier

What You’ll Actually Do
• 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.
• Operational Request Management: Track and organize incoming operational requests, such as deal desk inquiries and CRM troubleshooting, to ensure visibility and timely resolution.
• Process Development & Documentation: Support cross-functional process improvement efforts by documenting RevOps workflows, like Sales Playbooks, and gathering feedback for iteration.
• Performance Reporting & Analysis: Prepare summaries and reports that highlight trends, bottlenecks, and key focus areas within the sales process to inform leadership decision-making.

The Must-Haves
• Background: 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, with demonstrated experience managing revenue operations and collaborating effectively across multiple stakeholders (Sales, Finance, Legal).
• Skills: Proficiency with Salesforce (or similar CRM), specifically in managing complex opportunities and CPQ workflows; strong business analytics skills with the ability to use SQL, Tableau, or Google Sheets to synthesize complex data into actionable insights; outstanding communication skills to explain complex operational processes to non-technical stakeholders.
• Bonus: Previous experience in a Deal Desk or Sales Support capacity; familiarity with modern Marketing and RevOps tools (e.g., Marketo, Gong, Clari); experience utilizing AI and automation tools (e.g., Claude, GitHub, Zapier) to streamline workflows and increase operational efficiency.