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 Sales Representative-SMB Healthcare to join our team. This is a hybrid opportunity based out of our Waltham, MA office.
Job Summary
The SMB Healthcare Sales Representative will focus on selling the Imprivata's portfolio as an individual contributor. The focus will be on healthcare prospects and tier-3 customers in the assigned geographic region. The Sales Representative is responsible for managing the full lifecycle of the opportunity from creation to managing a forecast and will be measured on their ability to deliver against assigned revenue objectives. This role will prospect, develop sales strategies, and ultimately close opportunities in the pipeline. The Sales Representative will partner regularly with other sales team members and channel partners.
Duties and Responsibilities
- Design and execute go-to-market strategies, including cold calls, inbound lead management, web presentations, reseller engagement, and marketing campaign alignment.
- Follow up on all marketing-generated and self-generated opportunities.
- Consistently achieve or exceed monthly, quarterly, and annual quotas.
- Manage, grow, and accurately forecast sales pipelines in CRM.
- Build and maximize reseller relationships to drive productivity.
- Maintain accurate customer and prospect records in CRM.
- Stay current on product functionality to deliver effective presentations and demos.
- Meet or surpass daily activity metrics (calls, connections, sales milestones).
- Collaborate with CSMs, SDRs, product management, and marketing to drive account expansion and provide market feedback.
- Other duties as assigned and required.
Required Qualifications
- Bachelor's Degree required.
- 3+ years' experience selling product and service solutions in the software/computer industry desired.
- Proven track record of selling to IT and senior executives of small to mid-size companies. Ability to efficiently qualify inbound leads and generate incremental leads through strategic cold calling and marketing campaigns.
- Ability to develop trust relationships with prospects and customers.
- Ability to support and manage resellers and other channel partners.
- Technology fluency in order to demonstrate and answer questions regarding our products.
- Strong written and verbal communication skills.
- Professional selling strategies and processes, consultative selling strategies.
- Excellent phone, inquiry, and presentation skills.
- Strong time management and organizational discipline.
- Ability to develop relationships with prospects, customers, and partners.
- Familiarity with sales automation tools such as salesforce.com, Salesloft, ZoomInfo and Allego
- Proficient in Microsoft Office Products such as Word, Excel, PowerPoint, and Outlook
This position offers an hourly range of $31.25 to $36.06, and an annual target bonus of $65,000.00 to $75,000.00. 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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What the Team is Saying
What We Do
For more than two decades, Imprivata has been redefining how life- and mission-critical industries secure and manage digital identities. We empower healthcare and enterprise organizations to enable fast, compliant, and secure access to technology—allowing clinicians and staff to stay focused on what matters most: patient care and operational excellence.
Our digital identity platform is purpose-built for complex environments where every second counts and security can never take a back seat. From authentication and access management to device, application, and identity governance, Imprivata provides a unified approach that balances usability with protection.
Trusted by the world’s leading healthcare systems and enterprises in over 45 countries, we deliver solutions that improve efficiency, safeguard data, and drive digital transformation.
At Imprivata, our commitment goes beyond technology—we partner closely with our customers to ensure their success, every step of the way.
Why Work With Us
At Imprivata, every voice matters. We’re a global team driven by innovation, compassion, and collaboration. Together, we live our values—Raise the Bar, Own the Outcome, Stay Nimble, and Win Together—while making a real impact on healthcare, technology, and the communities we serve.
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Imprivata Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
Imprivata offers a flexible hybrid work model with three in-office days and two remote. Collaboration is key, and schedules are coordinated with managers to balance flexibility and connection.
