Director, Head of Revenue Operations Strategy & Ops

Director, Head of Revenue Operations Build and scale the Revenue Operations function across GTM, Sales, and Finance

Location:

Mountain View, California

Compensation: $192, USD / year

Mountain View, California, United States

is the next-generation digital identity wallet that simplifies how individuals securely prove their identity online. Consumers can verify their identity with  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  at 20 federal agencies, 45 state government agencies, and 70+ healthcare organizations.

More than 600+ consumer brands use  to verify communities and user segments to honor service and build more authentic relationships. '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.  is committed to 'No Identity Left Behind' to enable all people to have a secure digital identity.

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 , 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.

is looking for a Director of Revenue Operations to build and lead the function that connects our go-to-market motion to the financial engine of the business. This is a newly scoped, high-visibility role reporting directly to the CFO, with significant partnership across Sales, Finance, Legal, and People teams.

's consumption-based revenue model — where usage, verification volume, and contract structure all drive top-line outcomes — makes Revenue Operations a strategic function rather than a purely administrative one. You'll own the systems, analytics, and incentive structures that make revenue predictable, deals efficient, and sales performance fairly and effectively rewarded.

This role is ideal for someone who has operated at the intersection of sales, finance, and analytics — someone equally comfortable structuring a deal desk workflow, building a bookings-to-revenue bridge, or designing a compensation plan that actually motivates the right behavior.

This position sits at the center of 's growth strategy — with direct visibility into the CFO's office and a mandate to shape how the company measures, forecasts, and rewards revenue performance. You'll have the opportunity to build the operating rhythm and infrastructure for a scaling, consumption-based business from a genuinely influential sea

Sales Operations & Deal Desk

• Own and continuously improve the deal desk function — pricing approvals, non-standard terms, discounting governance, and contract structuring for a consumption-based pricing model
• Serve as the operational backbone for the sales organization: CRM architecture (Salesforce), pipeline hygiene, territory and quota planning, and sales process design
  - Partner with Legal and Finance to streamline the quote-to-cash process and reduce deal cycle…