Revenue Operations Specialist

Revenue Operations Specialist

McLean, Virginia

Company Overview

ID.me is the next-generation digital identity wallet that simplifies how individuals securely prove their identity online. Consumers can verify their identity with ID.me once and seamlessly login across websites without having to create a new login and verify their identity again. Over 152 million users experience streamlined login and identity verification with ID.me at 20 federal agencies, 45 state government agencies, and 70+ healthcare organizations. More than 600+ consumer brands use ID.me to verify communities and user segments to honor service and build more authentic relationships. 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. ID.me is committed to "No Identity Left Behind" to enable all people to have a secure digital identity.

About This Role

We are seeking a Revenue Operations Specialist to join our dynamic Revenue Operations team. In this role, you will be a key partner to our Sales organization, focusing on optimizing the "Lead-to-Cash" journey. You will combine operational excellence with a service-oriented mindset to ensure our sales processes are efficient, transparent, and scalable.

The ideal candidate is a detail-oriented problem solver who enjoys bridging the gap between Sales, Finance, Legal, and Product. You will play a critical role in reducing sales friction, maintaining data integrity, and providing the insights necessary to drive predictable revenue growth.

Key Responsibilities

Revenue Operations

• 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 and revenue recognition standards.
• Request Management: Track and organize incoming operational requests (e.g., deal desk inquiries, CRM troubleshooting, contracting hurdles) to ensure visibility and timely resolution across teams.
• Reporting & Analysis: Prepare summaries and reports that highlight trends, bottlenecks, and key focus areas within the sales process to inform leadership decision-making.

Process Development & Project Management

• Workflow Documentation: Support cross-functional process improvement efforts by documenting RevOps workflows (e.g., Sales Playbooks, Deal Desk protocols) and gathering feedback for iteration.
• Project Execution: Assist in project management activities such as implementing new sales tools, preparing project updates, and tracking action items for revenue-driving initiatives.
• Impact Measurement: Collect and analyze data to measure the effectiveness of new processes and tools on sales velocity and win rates.
• Change Management: Provide hands-on support to implement process changes and ensure smooth adoption across the Sales and Customer Success teams.
• AI-Driven Innovation: Maintain a hands-on mentality in leveraging AI tools to automate repetitive tasks, identify process bottlenecks, and drive continuous improvement.

Basic Qualifications

• Education: Bachelor's degree in Finance, Economics, or a STEM field.
• Experience: 35 years of experience in Revenue Operations, Sales Operations, Program Management, or related operational roles.
• Collaboration: Demonstrated experience managing revenue operations and collaborating effectively across multiple stakeholders (Sales, Finance, Legal).

Preferred Qualifications

• CRM Expertise: Proficiency with Salesforce (or similar CRM), specifically in managing complex opportunities, CPQ (Configure, Price, Quote) workflows, and reporting.
• Tech Stack Knowledge: Familiarity with modern Marketing and RevOps tools (e.g., Marketo, Gong, Clari, Seismic or Rocketlane).
• Analytical Skills: Strong business analytics skills with the ability to use SQL, Tableau, or Google Sheets to synthesize complex data into actionable insights.
• Deal Desk Experience: Previous experience in a Deal Desk or Sales Support capacity, helping navigate complex contract terms and pricing approvals.
• Communication: Outstanding communication skills with the ability to explain complex operational processes to non-technical stakeholders.
• Agility: Comfort working in a fast-paced, high-growth SaaS environment with shifting priorities and a bias toward action.
• AI & Automation Proficiency: Experience utilizing AI and automation tools (e.g., Claude, GitHub, Zapier) to streamline workflows, automate repetitive tasks, and increase operational efficiency.

The Ideal Candidate Will Thrive In

• A collaborative environment where "Sales Support" is viewed as a strategic partnership.
• A setting that values data-driven decision-making and process transparency.
• A mission-driven company that prioritizes reducing friction to accelerate impact and innovation.