Manager, Sales Compensation

<div class="content-intro"><h2><strong>Company Overview</strong></h2> <p>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 175 million users experience streamlined login and identity verification with ID.me at 22 federal agencies, 50 state government agencies, and more than 100 healthcare organizations. Over 600 consumer brands use ID.me to verify communities and user segments to honor service and build more authentic relationships. ID.me’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. ID.me is committed to “No Identity Left Behind” to enable all people to have a secure digital identity. To learn more, visit <a href="https://network.id.me/">https://network.id.me/</a>.</p> <p><span style="font-weight: 400;">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; 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.</span></p> <p><span style="font-weight: 400;">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. 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 <a href="https://insider.id.me/candidate-ai-use-in-interviewing/" target="_blank">here</a>.</span></p></div><p><strong>About the Role</strong> </p> <p>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. </p> <p>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. This role is a great fit for someone who enjoys the mix of rigorous quantitative modeling and hands-on plan administration, and who wants ownership over a program that directly shapes seller behavior and business outcomes. </p> <p><strong>Why This Role Matters </strong></p> <p>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. This role gives you ownership of that lever, with real visibility into how compensation design connects to ID.me's broader revenue strategy.</p> <p><strong>What You'll Do </strong></p> <p>Plan Design & Administration </p> <ul> <li>Own the end-to-end administration of sales compensation plans: quotas, commission structures, accelerators, SPIFs, and draws </li> <li>Calculate and process monthly/quarterly commission payouts with accuracy and auditability, partnering with Finance on accruals and reconciliation </li> <li>Maintain compensation plan documentation, ensuring plans are clearly written, compliant, and consistently applied </li> <li>Manage the plan rollout process each cycle — communication, rep sign-off/acknowledgment, and dispute resolution </li> </ul> <p>Analysis & Optimization </p> <ul> <li>Analyze plan performance against pipeline, bookings, and revenue outcomes to identify where incentives are (or aren't) driving desired behavior </li> <li>Model the financial impact of proposed plan changes, including scenario analysis for new plan structures, quota changes, or org redesigns </li> <li>Partner with Revenue Operations and FP&A on quota-setting methodology, tying quotas to territory potential and company revenue targets </li> <li>Build and maintain dashboards/reporting that give Sales leadership and Finance real-time visibility into attainment, payouts, and plan cost</li> </ul> <p>Cross-Functional Partnership </p> <ul> <li>Serve as the primary point of contact for sales reps and managers on compensation questions, disputes, and plan interpretation </li> <li>Partner with People/HR on new hire comp setup, role changes, leaves, and terminations as they affect compensation </li> <li>Support Legal and Finance in maintaining compliant, well-governed compensation policies and approval workflows </li> <li>Assist in preparing materials for compensation plan reviews and governance/committee discussions </li> </ul> <p><strong>What You'll Bring</strong> </p> <ul> <li>4+ years of experience in sales compensation, sales operations, or a related analytical/finance function, ideally in B2B SaaS </li> <li>Strong Excel/spreadsheet modeling skills; experience with a dedicated compensation or incentive management tool (e.g., Xactly, CaptivateIQ, Spiff) i