Job Summary
The Senior Territory Manager is responsible for designing, maintaining, and optimizing account and territory structures aligned to the company’s GTM strategy. This role ensures Salesforce data integrity, supports territory planning cycles, and drives data informed coverage decisions across sales segments. This individual serves as the governance lead for account hierarchy, territory assignments, and segmentation logic while partnering cross-functionally with Sales, GTM Ops, Finance, and Leadership to ensure fair, scalable, and high performing territory models.
Duties and Responsibilities
- Design and maintain territory structures aligned to GTM segmentation.
- Maintain accurate account hierarchies, segmentation, and industry classifications.
- Ensure Salesforce data integrity, including deduplication, M&A updates, and hygiene initiatives.
- Develop and enforce governance policies and data quality standards.
- Create, test, and manage territory assignments in Salesforce (Sandbox and Production).
- Document territory logic and support ownership transitions and conflict resolution.
- Perform TAM, workload, and productivity modeling to inform coverage decisions.
- Develop dashboards and reporting to monitor territory effectiveness.
- Manage third-party data vendors and ensure data accuracy, enrichment, and refresh quality.
- Other duties as assigned and required.
Qualifications
- Bachelor’s degree in Business, Finance, Economics, Analytics, Operations, or a related field required.
- 5-7 years of experience in Territory Planning, Sales Operations, RevOps, or related analytical role in a fast-paced tech company.
- Advanced Salesforce experience (account hierarchies, territory management, data governance).
- Excellent Excel modeling skills (pivot tables, scenario modeling, data validation).
- Experience with Planning tools such as Salesforce, Clari, Gong.
- Working knowledge of SQL, relational databases, and other analysis tools are desirable.
- Proven experience working with cross-functional teams and driving enhancements.
- Strong analytical and communication skills.
Top Skills
What the Team is Saying
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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.
