Manager of Sales Operations & Deal Desk

• ID.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
• Level (Senior Analyst vs. Manager) will be determined based on the candidate’s experience
• 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
• 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
• 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
• 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

Benefits

• Company-Sponsored Medical, Dental, and Vision Plans for You and Your Family
• Paid Parental Leave
• Generous Paid Time Off
• 401K With Employer Matching
• Company-Sponsored Life Insurance
• Employee Equity Incentive Plan
• Remote Opportunities
• Multiple Lounge Areas and Game Room
• Numerous Mental Health Resources

• 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
• Clear communicator who can explain policy and process to sales reps without being a bottleneck
• Strong hands-on experience with Salesforce (or comparable CRM) — administration, reporting, and workflow configuration
• 3+ years (Senior Analyst) or 5+ years (Manager) of experience in sales operations, deal desk, or a related analytical function, ideally in B2B SaaS
• High attention to detail and a process-oriented mindset — comfortable being the person who enforces consistency
• Strong Excel/spreadsheet skills; comfort building clean, reliable analysis under time pressure
• Comfort operating in a fast-paced, high-growth environment where process is still being built
• 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