Come join a winning team! Here at Imprivata, you'll see a dedicated group of professionals who care about improving healthcare. Our team thrives on collaboration and sharing ideas, whether in a cross-functional meeting or at one of our virtual team-building events.
While we're diverse in our backgrounds and skills, we have much in common. A passion for our mission. A strong sense of integrity. A belief that we're making a positive impact and a commitment to having fun.
We are seeking a Sales Representative focused on State & Local Government to join our team for this hybrid opportunity working out of our Waltham, MA office.
Job Summary
The Sales Representative will be responsible for selling Imprivata's security solutions to public safety, law enforcement, and other government agencies within an assigned geographic territory. This role focuses on driving new business and expanding existing relationships within State and Local agencies. They must be collaborative and effective at utilizing Imprivata resources. Must be skilled in qualifying, demonstrating company products and service solutions, and exhibit history of successfully negotiating, driving across the sales cycle and closing new business opportunities.
Duties and Responsibilities
- Exceed regional booking quota targets.
- Target and gain access to decision-makers in key prospect areas of public safety, law enforcement, and other government agencies.
- Own and manage the full sales cycle-from opportunity creation to forecasting and closing.
- Understand customer needs and regulatory requirements, particularly around CJIS compliance, and position solutions accordingly.
- Focus on public sector customers that require CJIS-compliant solutions, including law enforcement, state and local government, and justice agencies
- Capture, maintain, and disseminate accurate and relevant prospect information using Salesforce.com
- Maintain accurate forecasts in Salesforce.com per company guidelines.
- Collaborate effectively with internal sales teams and external channel partners to drive opportunities forward.
- Other duties as assigned and required.
Qualifications
- Bachelor's degree.
- 3+ years' experience of successful sales experience in the public sector, law enforcement technology, or CJIS-regulated environments.
- Experience in enterprise software sales, preferably in access management or cybersecurity solutions.
- Experienced in partnering with inside sales resources and working as part of a team to achieve mutual goals.
- Comfortable calling at the senior executive level.
- Highly effective presentation, negotiation and closing skills.
- Excellent oral and written communication skills.
- Solid time management, organizational and decision-making skills.
- Ability to work autonomously and collaboratively in a team environment.
- Dynamic, high-energy, and is a self-starter.
- Possess the drive to succeed and to participate in the growth of an exciting, fast-paced company.
Preferred Qualifications:
- Experience selling security, identity, access management, or cloud-based solutions to government agencies.
- Familiarity with state and local government purchasing vehicles and contract vehicles (e.g., GSA, NASPO, etc.).
- Existing relationships within public safety or law enforcement communities
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 salary range represents the high and low end of Imprivata's salary range for this position. Actual salaries 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.
