About the RoleID.me is hiring a Manager of Sales Operations & Deal Desk to be the operational engine behind our sales process - from pipeline hygiene and CRM administration to deal structuring and approvals. This role sits within Revenue Operations and is the day-to-day partner Sales reps and managers turn to for anything that touches process, systems, or deal terms. Given ID.me's consumption-based pricing model, deals often involve non-standard structures - usage tiers, ramp schedules, minimum commitments - that require careful review and consistent governance. This role is a strong fit for someone who's detail-oriented, systems-fluent, and energized by being the person who keeps sales moving efficiently without sacrificing deal quality or compliance.
Level (Senior Analyst vs. Manager) will be determined based on the candidate's experience.
Why This Role Matters Sales Operations & Deal Desk is where strategy meets execution - every deal that closes efficiently and every clean pipeline report starts here. This role gives you direct, visible impact on how quickly and effectively ID.me's sales team can operate.
What You'll Do Deal Desk
- Review and approve deal structures, pricing exceptions, discounting, and non-standard contract terms in line with company policy
- Partner with Sales, Legal, and Finance to structure deals for ID.me's consumption-based pricing model - usage tiers, minimum commitments, ramp schedules, and renewal terms
- Maintain deal desk approval workflows and playbooks, ensuring consistent turnaround times and clear escalation paths
- Track and report on deal desk cycle time, exception volume, and win/loss patterns tied to deal structure
Sales Operations
- Own CRM data integrity and administration (Salesforce): pipeline hygiene, opportunity stages, fields, and reporting structure
- Support territory design, account assignment, and quota allocation in partnership with Sales leadership
- Build and maintain sales dashboards and reporting for pipeline coverage, forecast accuracy, and rep productivity
- Identify and implement process improvements across the quote-to-cash lifecycle, reducing friction for reps and improving data quality for Finance
Cross-Functional Partnership
- Act as the go-to resource for sales reps and managers on process, systems, and deal questions
- Partner with Finance/FP&A to ensure deal terms and CRM data flow cleanly into revenue reporting and forecasting
- Support onboarding and training for new sales hires on CRM usage, deal desk process, and sales tools
- Assist with ad hoc analysis and projects as Revenue Operations scales
What You'll Bring - 3+ years (Senior Analyst) or 5+ years (Manager) of experience in sales operations, deal desk, or a related analytical function, ideally in B2B SaaS
- Strong hands-on experience with Salesforce (or comparable CRM) - administration, reporting, and workflow configuration
- Strong Excel/spreadsheet skills; comfort building clean, reliable analysis under time pressure
- High attention to detail and a process-oriented mindset - comfortable being the person who enforces consistency
- Clear communicator who can explain policy and process to sales reps without being a bottleneck
- Comfort operating in a fast-paced, high-growth environment where process is still being built
Nice to Have - Experience with deal structuring for consumption/usage-based pricing models - Experience with CPQ tools or quote-to-cash process design
- Exposure to sales compensation, territory planning, or forecasting
#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
