Sales Representative - SMB Healthcare

Imprivata
United States, Massachusetts, Waltham
480 Totten Pond Road (Show on map)
Oct 16, 2025
Description 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 Healthcareto 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. #LI-Hybrid #LI-SF1