Head of Sales (B2B) (Remote)

Manager, Sales Compensation
Own end-to-end design and administration of sales compensation plans across the organization
Manager, Sales Compensation
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 is committed to 'No Identity Left Behind' to enable all people to have a secure digital identity.

ID.me is a full-time, in-office culture. Unless a specific job description explicitly states otherwise, all roles are on-site five days per week at one of our offices in McLean, VA; Certain roles — such as field-based sales or other remote-by-design positions — may have different work arrangements as noted in their individual postings.

At ID.me, we embrace the thoughtful use of AI tools in our daily work and there are even occasions where we leverage AI in our hiring process. Therefore, we have guidelines on how AI can be appropriately used during your application and interviews which can be found here.

ID.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. 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. Own the end-to-end administration of sales compensation plans: quotas, commission structures, accelerators, SPIFs, and draws

Manage the plan rollout process each cycle — communication, rep sign-off/acknowledgment, and dispute resolution

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

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., Working knowledge of Salesforce (or comparable CRM) and how sales data flows into compensation calculations

Ability to communicate compensation mechanics clearly to sales reps and managers who aren't finance experts

Exposure to quota-setting or territory planning methodologies

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.

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. Please review our Privacy Policy, including our CCPA policy, at id.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.