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.
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.
- Exceed regional booking quota targets.
- Target and gain access to decision-makers in key prospect accounts and channel partners.
- Develop and execute account strategy for major accounts and opportunities as per territory assignment.
- Complex selling experience to multiple buyers: IT leadership, end user management, and Security Officers. CIO, CMIO, CMO, CNO and CSIO’s. Finance, and Business Office.
- Work cooperatively with Imprivata partners to leverage their established account presence and relationships.
- Manage demonstration and evaluation activities with the help of the SDR and SE team
- Capture, maintain, and disseminate accurate and relevant prospect information using Salesforce.com
- Maintain accurate forecasts in Salesforce.com per company guidelines.
- Work collaboratively with internal resources such as Inside Sales, Sales Operations, Finance, and Operations to get all orders booked per company guidelines.
- Work collaboratively with Customer Success Managers, Support and Engineering to gain the proper customer resources to resolve customer issues.
- Other duties as assigned and required.
Qualifications
- Bachelor’s degree.
- 3+ years’ experience selling as an individual contributor with a proven track record.
- Experience selling PAM or Identity and Access Management solutions, preferably selling to technology partners (resellers) and target verticals like manufacturing, life science, retail, finance, etc.
- 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.
- Strong time management, organizational and decision-making skills.
- Ability to work independently and as work 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.
Skills Required
- Bachelor's degree
- 3+ years of individual-contributor sales experience with a proven track record
- Experience selling PAM or Identity and Access Management solutions
- Experience selling to technology partners and target verticals such as manufacturing, life sciences, retail, or finance
- Experience partnering with inside sales resources and working collaboratively to achieve team goals
- Comfort calling at the senior executive level
- Effective presentation, negotiation, and closing skills
- Excellent oral and written communication skills
- Strong time management, organizational, and decision-making skills
- Ability to work independently and collaboratively in a team environment
- Dynamic, high-energy, self-starter mindset
- Drive to succeed and contribute to company growth
What the Team is Saying
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Imprivata Compensation & Benefits Highlights
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Healthcare Strength — Medical coverage includes company funding of half the deductible via HSA/HRA alongside medical, dental, and vision options; feedback suggests healthcare is one of the stronger aspects of the package.
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Leave & Time Off Breadth — A flexible time-off policy is promoted rather than a fixed vacation bank, and feedback suggests this flexibility supports work-life balance in many teams.
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Parental & Family Support — Paid parental leave and caregiver resources via Care.com, plus dependent and domestic-partner coverage, indicate a family-oriented set of benefits that goes beyond basic insurance.
Imprivata Insights
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.
