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Senior Manager, Revenue Operations Strategy and Insights



Sunnyvale, CA, USA
Posted on Wednesday, March 6, 2024

Company Overview

ID.me is a high-growth enterprise software company that simplifies how people prove and share their identity online. The company empowers people to control their data through a portable and trusted login, which means they don’t need to create a new password when visiting sites that have the ID.me button. ID.me’s digital identity network has over 117 million registered members, and is used by fourteen federal agencies, agencies in 30 states and over 600 corporations for secure identity proofing and verification.

ID.me’s technology meets the federal standards for consumer authentication set by the Commerce Department and is approved as a NIST 800-63-3 IAL2 / AAL2 credential service provider by the Kantara Initiative. In addition to helping people control their credentials and data, the company’s “No Identity Left Behind” initiative strives to expand digital access and inclusion for all people. The company offers multiple pathways to identity verification – online self-serve, live video chat agents, and in person. ID.me is passionate about building a robust identity network that does not compromise access for traditionally underserved groups.

ID.me has received numerous awards including Deloitte’s 2023 Technology Fast 500, Washington Business Journal’s Fastest Growing Companies, Entrepreneur Magazine’s 100 Brilliant Companies and Wall Street Journal’s Startup of the Year finalist. In recent quarters, ID.me announced it raised $132 million in Series D funding, led by Viking Global Investors with participation from CapitalG, Morgan Stanley Counterpoint, FTV Capital, PSP Growth, Auctus Investment Group, Moonshots Capital, and Scout Ventures. ID.me’s most recent round brings the total investment in ID.me to over $275 million since its founding in 2010.

We are seeking a dynamic and experienced individual to join our Go-To-Market Organization as the Senior Manager of Revenue Operations Strategy and Insights. This pivotal role will play a crucial part in driving the insights, operations, and strategy for our Sales, Customer Success and Marketing Organizations to run better, faster, and smarter. The successful candidate will collaborate closely with cross-functional teams leading initiatives from ideation to analytics to recommendations to drive impact across the Revenue organization. This hands-on role will develop systems and processes to ensure accurate, consistent data across Salesforce, third party sales tools, Snowflake and Tableau. This person will also lead the development of analytics platforms, data models, and analyses to optimize sales, marketing, and customer success functions.


  • Influence ID.me’s go-to-market strategy over a 1-2 year time horizon.
  • Translate the go-to-market strategy into a set of decisions, investments, and detailed plans during annual planning season in partnership with Sales and Finance.
  • Conduct market research and analysis to identify growth opportunities and industry trends.
  • Develop custom data models, compelling dashboards and analyses to derive insights into growth opportunities from company data sources across sales, marketing, customer success, product and more.
  • Provide regular reports and insights to senior leadership on sales metrics and trends.
  • Clearly communicate analytic findings and recommendations to the executive and GTM leadership team, as well technical and non-technical stakeholders across the organization.
  • Collaborate with sales leadership and Finance to develop and maintain metrics tied to revenue team goals and corporate KPIs to measure and analyze sales performance.
  • Evaluate, implement, and manage data governance standards and improve data quality across sales technologies, including CRM, sales intelligence, and data systems, to support sales processes.
  • Identify, own, and execute strategic data-oriented initiatives to up-level and unlock revenue growth, often working cross-functionally with sales, customer success, marketing, and product.

Preferred Qualifications:

  • 8+ years of experience in revenue operations, analytics or equivalent management consulting experience in a technology/media/finance/healthcare company.
  • Understanding of integrated go-to-market in Enterprise software, with experience working with sales organizations at Enterprise, B2B or B2C technology, or cloud organizations.
  • Excellent problem solving skills, with the ability to synthesize data and drive executive-level insight and recommendations.
  • Practical experience with requirement gathering for analytics solutions (end-to-end) over multiple technologies, size, and scale of projects.
  • Knowledge of key systems used by sales development, sales, customer success, marketing including Salesforce, Groove, Marketo
  • Proficiency developing accurate reports and dashboards in tools like Salesforce, Tableau, and Thoughtspot
  • Expert knowledge of data platforms like Snowflake, BigQuery as well as ETL/data workflow tools like DBT.
  • Ability to manage ambiguity and competing priorities, with experience in dynamic environments.
  • Ability to take initiative, with a passion for delivering results.
  • Excellent communication skills and executive presence, with the ability to forge relationships at all levels.
  • Collaboration-first mindset with ability to influence across the organization and lead in a matrix environment.
  • Comfortable interfacing both independently and alongside account executives, sales managers, customer success to review data needs

The annual base salary listed below for this role is based on experience, skills, education, relevant training and geographic location. Company bonus, incentive for sales roles, equity, and benefits are available depending on the 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.

The above represents the anticipated total rewards package for this job requisition. Final offers may vary from the amount listed based on qualifications, professional experiences, skills, education, relevant training, geographic location, and other job related factors.

Pay Range
$145,000$162,787 USD

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.

Please review our Privacy Policy, including our CCPA policy, at id.me/privacy. If you provide ID.me with any personally identifiable information you confirm that you have read and agree to be bound by the terms and conditions set out in our Privacy Policy.

ID.me participates in E-Verify.