Description
Ready to join a team that’s all in? At Imprivata, we deliver unified access and security management programs that eliminate friction, empowering healthcare and mission-critical organizations to work smarter, faster, and more securely.
We believe work can be more than a job or task—it’s a collective spirit; the type that emboldens creativity, embraces challenge, and fosters excitement. We are constantly raising the bar on what’s possible, owning the outcome of our triumphs and trials, staying nimble amidst change, and cultivating an environment where we win together. Here, your ideas matter, your differences are celebrated, and your work drives real results—for your career, your teammates, and our customers.
When you join Imprivata, you embark on a shared journey of ambition and growth. We’re committed to building an inclusive workplace where everyone feels valued and supported. If you’re looking for a place to match your passion with purpose—and where every day you can make an impact—you’ll find it here.
We are seeking a Sr. Vice President, Head of Healthcare Sales, Americas to join our team. This is a fully remote opportunity based out of the United States, however, preference will be given to candidates located near our corporate headquarters in Waltham, MA.
Job Summary
The SVP, Head of Healthcare Sales, Americas will be responsible for the company’s largest and most strategically important market: North American healthcare. Reporting directly to the Chief Revenue Officer, this executive will lead the business responsible for more than 70% of Imprivata’s revenue and serve as the CRO’s primary sales leader for the healthcare market. This is a highly visible executive role with broad responsibility for driving new business growth, expansion, forecast accuracy, and market leadership across enterprise, mid-enterprise, and strategic healthcare accounts. Beyond leading day-to-day sales execution, the SVP will have a seat at the table in shaping Imprivata’s go-to-market strategy, cross-portfolio growth agenda, and broader company direction. The ideal candidate will bring a proven track record of enterprise cybersecurity sales leadership, deep executive engagement with C-level healthcare buyers, and the ability to build a high-performance operating rhythm grounded in MEDDPICC, rigorous inspection, disciplined execution, and accountability. This leader will partner closely with Solutions Engineering, Marketing, Customer Success, Product, Finance, Sales Operations, and the executive leadership team to accelerate growth, strengthen market penetration, and expand customer value across Imprivata’s healthcare portfolio.
Duties and Responsibilities
- Lead the Americas healthcare sales strategy to achieve and exceed quarterly and annual bookings, ARR, and pipeline goals consistent with the Company’s business strategy.
- Provide leadership, coaching, and accountability to a team of Sales Leaders and frontline sales Reps, ensuring consistency in execution, talent development, and performance management across regions and segments.
- Establish and reinforce a world-class sales operating rhythm, including forecast reviews, pipeline inspections, deal reviews, territory planning, and account planning.
- Drive adoption and consistent execution of MEDDPICC as the standard sales methodology to improve qualification discipline, deal progression, forecast accuracy, win rates, and average selling price.
- Coach leaders and teams on complex enterprise cyber security, identity, access, authentication, compliance, and workflow solution selling within healthcare delivery organizations and adjacent healthcare markets.
- Build and maintain strong executive relationships with CIOs, CISOs, CTOs, CMIOs, Chief Digital Officers, clinical leaders, and other senior stakeholders across major healthcare systems.
- Partner cross-functionally with Solutions Engineering, Marketing, Product Management, Customer Success, Legal, Finance, and Sales Operations to accelerate pipeline creation, remove barriers to execution, and improve customer outcomes.
- Lead negotiation strategy, executive presentations, commercial escalations, and key account planning for high-value strategic opportunities and renewals.
- Attract, hire, develop, and retain top sales leadership talent, while building succession plans and elevating the capabilities of the broader healthcare sales organization.
- Ensure high-quality use of Salesforce.com and related sales systems to drive inspection, data integrity, pipeline hygiene, opportunity progression, and timely management reporting.
- Provide timely and accurate forecasting, resource planning, and business updates to the Chief Revenue Officer and executive leadership team.
- Other duties as assigned and required.
Required Qualifications
- Bachelor’s Degree (or equivalent) in Business or a related discipline; advanced degree preferred.
- 15+ years of successful enterprise technology sales experience, including significant experience selling enterprise cyber security, identity, access management, authentication, or adjacent software solutions. Experience selling into healthcare, preferred.
- 10+ years of progressive sales leadership experience, including roles leading VPs or higher sales leaders with responsibility across large, geographically dispersed teams.
- Strong background in MEDDPICC and disciplined sales management, with a track record of institutionalizing methodology, inspection, and accountability at scale.
- Consistent history of quota overachievement and building organizations that deliver predictable revenue, strong pipeline coverage, and high forecast accuracy.
- Proven ability to lead complex, multi-stakeholder enterprise sales cycles involving executive buyers including CIO, CISO, IT, security, compliance, operations, and clinical stakeholders.
- Strong executive presence, written and verbal communication and presentation skills, and the ability to influence internal and external stakeholders at the senior-most levels.
- Demonstrated capability in talent assessment, hiring, coaching, succession planning, and performance management for both leaders and individual contributors.
- Strong analytical, organizational, negotiation, and business planning skills.
- Ability to work independently as well as collaboratively in a team environment.
- Ability to travel extensively throughout the Americas, approximately 50–75% of the time.
At Imprivata, we have a top-notch work environment, developmental opportunities, a competitive total rewards package, and the desire to have fun. If you have the skills and qualifications as we have described above, we want to hear from you!
Imprivata provides equal employment opportunities, regardless of race, religion, age, sex, national origin, disability status, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
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