Vice President, Sales - Commercial

Duties and Responsibilities

Develop and execute regional sales strategies and annual operating plans to achieve and exceed revenue targets across the US.
Lead, coach, and develop a geographically dispersed team of Sales Directors (frontline Sales Leaders), Regional Sales Managers and Inside Sellers.
Drive accountability for pipeline generation, forecast accuracy, quota attainment, and overall sales execution.
Establish and reinforce MEDDPICC sales methodology, territory planning, and account penetration strategies.
Partner closely with Marketing, Customer Success, Sales Engineering, and Product teams to optimize customer acquisition and retention strategies.
Build and maintain executive-level relationships with key customers, prospects, and strategic partners.
Lead complex enterprise negotiations and support the successful closure of strategic opportunities.
Identify and develop channel, alliance, and ecosystem partnerships that expand market reach and accelerate growth.
Analyze market trends, competitive activity, and customer feedback to inform business strategy and go-to-market initiatives.
Recruit, retain, and develop top-performing sales talent while fostering a culture of collaboration, accountability, and continuous improvement.
Ensure consistent use of CRM systems, sales processes, and operational best practices.
Manage budgets, resource allocation, and business planning activities.
Provide regular business updates, forecasting, and performance reporting to executive leadership.
Other duties as assigned and required.

Required Qualifications

Bachelor’s degree in Business or in a relevant discipline.
10+ years of progressive sales experience, including 5+ years in sales leadership roles managing regional or national commercial sales teams.
Proven track record of building and scaling high-performing sales organizations in a fast-paced technology or software environment.
Experience leading geographically distributed teams across multiple territories.
Demonstrated success in driving net-new business, account expansion, and revenue growth within commercial and mid-market segments.
Solid executive presence with the ability to influence and sell to C-level decision makers.
Experience with channel sales, strategic alliances, and indirect go-to-market models preferred.
Strong business acumen, forecasting discipline, and operational rigor.
Excellent communication, interpersonal, and relationship-building skills.
Ability to collaborate cross-functionally and influence stakeholders at all levels of the organization.
Willingness and ability to travel extensively across the US.

This position offers a total compensation range of $420,000.00 to $480,000.00 (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.