Sr. Regional Sales Manager

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 Sr. Regional Sales Manager to join our team. This is a remote opportunity based in the United States.

Job Summary

The Senior Regional Sales Manager is responsible for driving strategic enterprise sales growth across assigned healthcare accounts within the United States. This role develops and executes territory strategies focused on acquiring new enterprise customers, expanding existing relationships, and accelerating revenue growth through complex, consultative sales engagements. The Senior Regional Sales Manager serves as a trusted advisor to executive stakeholders, leading cross-functional sales efforts, navigating sophisticated buying cycles, and consistently exceeding sales objectives.

Duties and Responsibilities

• Consistently exceed annual booking and revenue quota targets while maintaining accurate pipeline management and forecasting in Salesforce.com and Clari. 
• Develop and execute comprehensive territory and account strategies focused on strategic enterprise healthcare organizations across the Western U.S. 
• Build executive-level relationships with C-suite and senior healthcare leaders including CIOs, CISOs, CMIOs, CNIOs, CFOs, COOs, clinical leadership, and business stakeholders. 
• Lead highly complex, multi-stakeholder sales cycles from prospecting through contract negotiation and close. 
• Identify and cultivate new business opportunities while expanding strategic relationships within existing customer accounts. 
• Serve as the executive sales lead for large enterprise opportunities, coordinating internal resources throughout the sales process. 
• Partner with Solution Engineering to develop customized demonstrations, proof-of-concepts, and solution evaluations aligned with customer business objectives. 
• Collaborate with Customer Success, Professional Services, Marketing, Product Management, and Channel Partners to drive customer adoption, expansion, and retention. 
• Develop executive business cases and ROI-driven value propositions that align Imprivata solutions with customer strategic initiatives. 
• Maintain detailed opportunity, account, and forecast information within Salesforce.com and Clari in accordance with company standards. 
• Provide market intelligence, competitive insights, and customer feedback to sales leadership and product management. 
• Mentor less experienced sales professionals through leadership by example, sharing best practices in enterprise selling, account planning, and executive engagement. 
• Other duties as assigned and required. 

Required Qualifications

• Bachelor's Degree or equivalent combination of education and experience. 
• 12+ years of successful enterprise technology sales experience, with at least 8 years selling complex healthcare IT or cybersecurity solutions. 
• Demonstrated track record of consistently exceeding annual quota in enterprise healthcare sales environments. 
• Extensive experience managing complex, multi-million-dollar sales opportunities involving lengthy enterprise buying cycles. 
• Proven success selling to executive healthcare leadership including C-suite decision-makers. 
• Strong understanding of healthcare IT, cybersecurity, identity management, clinical workflows, and digital transformation initiatives. 
• Exceptional executive communication, presentation, negotiation, and consultative selling skills. 
• Demonstrated ability to develop strategic territory plans and execute against long-term business objectives. 
• Strong business acumen with experience developing ROI and value-based selling strategies. 
• Highly organized with exceptional time management and forecasting discipline. 
• Ability to work independently while effectively leading cross-functional internal teams. 
• Located within the assigned territory. 

This position offers a total compensation range of $320,000.00 to $380,000.00 (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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