Company Overview

IDMe is the next-generation digital identity wallet that simplifies how individuals securely prove their identity online. Consumers can verify their identity with IDMe once and seamlessly login across websites without having to create a new login and verify their identity again. Over 175 million users experience streamlined login and identity verification with IDMe at 22 federal agencies, 50 state government agencies, and more than 100 healthcare organizations. Over 600 consumer brands use IDMe to verify communities and user segments to honor service and build more authentic relationships. IDMe’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. IDMe is committed to “No Identity Left Behind” to enable all people to have a secure digital identity. To learn more, visit https://network.id.me/.

IDMe 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; Mountain View, CA; New York City, NY; or Tampa, FL. 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 IDMe, 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. However, during the interview process, we want to understand your individual skills and experiences. Therefore, we have guidelines on how AI can be appropriately used during your application and interviews which can be found here.

About the Role

IDMe is hiring a Head of Revenue Operations to build and lead the function that connects our go-to-market motion to the product, R&D and financial engine of the business. This is a newly scoped, high-visibility role reporting directly to the CRO, with deep partnership across Sales, Finance, Product, Legal and People.

Our revenue model is mixed and is complex B2B, B2C, and B2B2C: usage-based transactions, per-member annual licenses and platform fees, billed in arrears or prepaid, across consumer, government, enterprise and partner channels. We will also be introducing Product Led Growth and sell-to and sell-through partner and channel models in the upcoming quarters. Pricing, forecasting and seller incentives all have to work across those models at once. You will own the systems, analytics and operating rhythm that make revenue predictable, human and financial capital recommendations, and our teams rewarded for the right behavior.

This role suits an operator who has run RevOps at a strong GTM company, builds models and dashboards hands-on, and is fluent in using AI to automate the work.

Why This Role Matters

The mission of IDMe is to make the world a more trusted place by delivering the highest level of security with the least amount of friction at the lowest possible cost. Revops plays a key role in this. You will give the CRO, CEO, and board a forecast, pipeline view, and quota plan they can run the business on, and you will close the loop between what Sales hears from customers, what Product builds and what Finance books. In your first year you will refine an existing use case intake process, the pricing and packaging model and the ARR forecast. In the short term, you will partner with and eventually take over from the interim RevOps consultancy that is currently auditing and mapping our GTM and data systems.

What You'll Do

Use case intake and the closed loop

Own the Use Case Intake (UCI) process: Sales completes it on every opportunity to capture customer intent, confirm the product can deliver, inform the roadmap and set the baseline for pricing and packaging.
Integrate UCI from first touch through presales, post-sales, product requirements and revenue forecasting, so a use case is traceable from opportunity to roadmap item to booked and recognized revenue.