# Director, Head of Revenue Operations

**Company:** [Idme](https://hotfix.jobs/companies/idme)
**Location:** Mountain View, CA
**Role:** Revenue Operations
**Salary:** $192k – $245k/yr
**Experience:** 8+ years
**Skills:** Revenue Operations, Sales Operations, FP&A, Deal Desk, Sales Compensation, Salesforce, CRM, Bi Analytics, Financial Modeling, Quota Planning, Pipeline Management, Quote-To-Cash, Sales Compensation Plans, SaaS
**Posted:** 2026-09-08

> Leads Revenue Operations across deal desk, CRM, sales planning, forecasting infrastructure, and incentive design for a consumption-based SaaS business. The role requires 8+ years of relevant experience, strong financial modeling skills, and cross-functional leadership with Sales, Finance, Legal, and People teams.

## Job Description

## Responsibilities

### Sales Operations and Deal Desk
- Own and continuously improve deal desk operations, including pricing approvals, non-standard terms, discount governance, and contract structuring for a consumption-based pricing model.
- Manage Salesforce CRM architecture, pipeline hygiene, territory and quota planning, and sales process design.
- Partner with Legal and Finance to streamline quote-to-cash processes while protecting margin and compliance.
- Build scalable playbooks for deal structuring, renewals, and expansion opportunities.

### Compensation and Incentive Design
- Design, model, and administer sales compensation plans, including quotas, accelerators, and SPIFs.
- Partner with People/HR and Finance leadership on plan governance, approval workflows, and compensation committee materials.
- Conduct quarterly and annual plan reviews and recommend structural changes based on performance data and evolving business and pricing models.
- Ensure compensation calculations are accurate, auditable, and defensible, including accruals and payout reconciliation with Finance.

## Requirements
- 8+ years of experience in Revenue Operations, Sales Operations, FP&A, or a related field, including at least 3+ years in a leadership capacity.
- Experience owning deal desk operations and/or sales compensation design in a B2B SaaS or consumption- or usage-based revenue model.
- Strong financial and analytical fluency, including the ability to build models independently.
- Deep familiarity with Salesforce or a comparable CRM and modern BI/analytics tooling.
- Experience partnering cross-functionally with Finance, Legal, and People leaders, ideally with exposure to executive or board-level reporting.
- Excellent communication skills and the ability to explain complex revenue mechanics to non-technical stakeholders.
- Experience in a high-growth, fast-changing environment where processes are still being built.

## Nice-to-Haves
- Experience in identity verification, fraud/risk, cybersecurity, or another trust-and-safety SaaS category.
- Experience supporting M&A, corporate restructuring, or investor and board reporting cycles.
- Experience building a Revenue Operations function from scratch or significantly re-architecting one.

## Compensation
- Annual base salary: $192,000–$245,000 USD.
- Bonus, sales incentives, equity, and benefits may also be provided.
- Benefits include medical, dental, vision, HSA/FSA options, commuter benefits, life and disability insurance, 401(k) with company match, parental leave, paid time off, holidays, and learning and development benefits.

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