About the RoleID.me is hiring a Manager of Sales Compensation to own the day-to-day design, administration, and analysis of our sales incentive programs. This role sits within Revenue Operations and works in close partnership with Finance, People/HR, and Sales leadership to make sure our compensation plans are accurate, motivating, and aligned to company priorities.
Given ID.me's consumption-based revenue model, sales compensation isn't a simple commission-on-bookings calculation - plans need to account for usage ramp, contract structure, and revenue timing. This role is a great fit for someone who enjoys the mix of rigorous quantitative modeling and hands-on plan administration, and who wants ownership over a program that directly shapes seller behavior and business outcomes.
Why This Role Matters Sales compensation is one of the most direct levers a company has to shape seller behavior - and getting it right (or wrong) shows up immediately in pipeline quality, deal structure, and revenue outcomes. This role gives you ownership of that lever, with real visibility into how compensation design connects to ID.me's broader revenue strategy.
What You'll Do Plan Design & Administration
- Own the end-to-end administration of sales compensation plans: quotas, commission structures, accelerators, SPIFs, and draws
- Calculate and process monthly/quarterly commission payouts with accuracy and auditability, partnering with Finance on accruals and reconciliation
- Maintain compensation plan documentation, ensuring plans are clearly written, compliant, and consistently applied
- Manage the plan rollout process each cycle - communication, rep sign-off/acknowledgment, and dispute resolution
Analysis & Optimization
- Analyze plan performance against pipeline, bookings, and revenue outcomes to identify where incentives are (or aren't) driving desired behavior
- Model the financial impact of proposed plan changes, including scenario analysis for new plan structures, quota changes, or org redesigns
- Partner with Revenue Operations and FP&A on quota-setting methodology, tying quotas to territory potential and company revenue targets
- Build and maintain dashboards/reporting that give Sales leadership and Finance real-time visibility into attainment, payouts, and plan cost
Cross-Functional Partnership
- Serve as the primary point of contact for sales reps and managers on compensation questions, disputes, and plan interpretation
- Partner with People/HR on new hire comp setup, role changes, leaves, and terminations as they affect compensation
- Support Legal and Finance in maintaining compliant, well-governed compensation policies and approval workflows
- Assist in preparing materials for compensation plan reviews and governance/committee discussions
What You'll Bring - 4+ years of experience in sales compensation, sales operations, or a related analytical/finance function, ideally in B2B SaaS
- Strong Excel/spreadsheet modeling skills; experience with a dedicated compensation or incentive management tool (e.g., Xactly, CaptivateIQ, Spiff) is a plus
- Working knowledge of Salesforce (or comparable CRM) and how sales data flows into compensation calculations
- High attention to detail and comfort owning a process where accuracy directly affects people's paychecks
- Ability to communicate compensation mechanics clearly to sales reps and managers who aren't finance experts
- Comfort operating with ambiguity in a fast-changing, high-growth environment
Nice to Have - Experience designing or administering compensation for a consumption/usage-based revenue model
- Experience supporting compensation governance during periods of company restructuring, M&A, or plan redesign
- Exposure to quota-setting or territory planning methodologies
#LI-ST2
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.
ID.me 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 Pay Range
$132,000-$169,000 USD
