Vice President, Sales - Commercial

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 Vice President, Sales - Commercial to join our team. This is a remote opportunity based in the United States.

Job Summary

The Vice President, Sales – Commercial is responsible for leading sales strategy, execution, and revenue growth across the Midwest and East/Southeast regions of North America. This role will oversee a high-performing commercial sales organization focused on acquiring new customers, expanding existing accounts, and accelerating market penetration across targeted industries. The VP will drive regional sales performance through strategic leadership, operational excellence, talent development, and strong customer and partner relationships. This individual will play a critical role in scaling commercial growth, improving forecast accuracy, and ensuring alignment across cross-functional teams including marketing, customer success, product, and channel partners.

Duties and Responsibilities

• Develop and execute regional sales strategies and annual operating plans to achieve and exceed revenue targets across the Midwest and East/Southeast territories. 
• Lead, coach, and develop a geographically dispersed team of Regional Sales Directors, Account Executives, and frontline sales leaders. 
• Drive accountability for pipeline generation, forecast accuracy, quota attainment, and overall sales execution. 
• Establish and reinforce consultative selling methodologies, territory planning, and account penetration strategies. 
• Partner closely with Marketing, Customer Success, Sales Engineering, and Product teams to optimize customer acquisition and retention strategies. 
• Build and maintain executive-level relationships with key customers, prospects, and strategic partners. 
• Lead complex enterprise negotiations and support the successful closure of strategic opportunities. 
• Identify and develop channel, alliance, and ecosystem partnerships that expand market reach and accelerate growth. 
• Analyze market trends, competitive activity, and customer feedback to inform business strategy and go-to-market initiatives. 
• Recruit, retain, and develop top-performing sales talent while fostering a culture of collaboration, accountability, and continuous improvement. 
• Ensure consistent use of CRM systems, sales processes, and operational best practices. 
• Manage regional budgets, resource allocation, and business planning activities. 
• Provide regular business updates, forecasting, and performance reporting to executive leadership. 
• Other duties as assigned and required. 

Required Qualifications

• Bachelor’s degree in Business or in a relevant discipline. 
• 12+ years of progressive sales experience, including 5+ years in sales leadership roles managing regional or national commercial sales teams. 
• Proven track record of building and scaling high-performing sales organizations in a fast-paced technology or software environment. 
• Experience leading geographically distributed teams across multiple territories. 
• Demonstrated success in driving net-new business, account expansion, and revenue growth within commercial and mid-market segments. 
• Solid executive presence with the ability to influence and sell to C-level decision makers. 
• Experience with channel sales, strategic alliances, and indirect go-to-market models preferred. 
• Strong business acumen, forecasting discipline, and operational rigor. 
• Excellent communication, interpersonal, and relationship-building skills. 
• Ability to collaborate cross-functionally and influence stakeholders at all levels of the organization. 
• Willingness and ability to travel extensively within assigned regions. 

This position offers a total compensation range of $420,000.00 to $480,000.00 (inclusive of base salary and variable compensation, such as bonuses and incentives). In addition, more information about Imprivata’s benefit offerings can be found here. This range represents the high and low end of Imprivata’s compensation range for this position. Actual compensation will vary and may be above or below the range based on various factors, such as a candidate’s location, skills, experience, and qualifications.

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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