Revenue Operations Specialist

ID.me • McLean, VA

2d • Onsite

About The Position

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.

Requirements

• Bachelor’s degree in Finance, Economics, or a STEM field.
• 3–5 years of experience in Revenue Operations, Sales Operations, Program Management, or related operational roles.
• Demonstrated experience managing revenue operations and collaborating effectively across multiple stakeholders (Sales, Finance, Legal).

Nice To Haves

• Proficiency with Salesforce (or similar CRM), specifically in managing complex opportunities, CPQ (Configure, Price, Quote) workflows, and reporting.
• Familiarity with modern Marketing and RevOps tools (e.g., Marketo, Gong, Clari, Seismic or Rocketlane).
• Strong business analytics skills with the ability to use SQL, Tableau, or Google Sheets to synthesize complex data into actionable insights.
• Previous experience in a Deal Desk or Sales Support capacity, helping navigate complex contract terms and pricing approvals.
• Outstanding communication skills with the ability to explain complex operational processes to non-technical stakeholders.
• Comfort working in a fast-paced, high-growth SaaS environment with shifting priorities and a bias toward action.

Responsibilities

• Enable and support Sales Representatives throughout the Lead-to-Cash process, including opportunity validation, quote creation, and contracting.
• Coordinate with Sales, Finance, Legal, Product, and Data Analytics to align Sales Opportunities and ensure compliance with company policies and revenue recognition standards.
• Track and organize incoming operational requests (e.g., deal desk inquiries, CRM troubleshooting, contracting hurdles) to ensure visibility and timely resolution across teams.
• Prepare summaries and reports that highlight trends, bottlenecks, and key focus areas within the sales process to inform leadership decision-making.
• Support cross-functional process improvement efforts by documenting RevOps workflows (e.g., Sales Playbooks, Deal Desk protocols) and gathering feedback for iteration.
• Assist in project management activities such as implementing new sales tools, preparing project updates, and tracking action items for revenue-driving initiatives.
• Collect and analyze data to measure the effectiveness of new processes and tools on sales velocity and win rates.
• Provide hands-on support to implement process changes and ensure smooth adoption across the Sales and Customer Success teams.

Benefits

• 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
• Learning and development benefit

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level