Vice President, Mid-Enterprise Healthcare Sales

About the role

The VP, Mid-Enterprise Healthcare Sales is responsible for leading Imprivata’s Mid-Enterprise Healthcare business across an assigned U.S. region, driving new customer acquisition, account expansion, and revenue growth. This leader will oversee a team of sales professionals and be accountable for achieving bookings, ARR, pipeline, and forecast objectives within the territory.

Responsibilities

• Lead the Mid-Enterprise Healthcare sales strategy for an assigned U.S. region to achieve and exceed quarterly and annual bookings, ARR, pipeline, and revenue goals.
• Provide leadership, coaching, and accountability to Regional Sales Directors and Account Executives, driving consistent execution and performance across the territory.
• Drive adoption and consistent execution of MEDDPICC to improve qualification rigor, deal progression, forecast accuracy, and win rates.
• Establish a disciplined regional operating rhythm including forecast reviews, pipeline inspections, territory planning, account reviews, and opportunity management.
• Develop and execute territory growth plans that increase market penetration and customer acquisition within healthcare provider organizations.
• Build and maintain executive relationships with CIOs, CISOs, CTOs, CMIOs, Chief Digital Officers, and other healthcare executives throughout the region.
• Partner with Solutions Engineering, Marketing, Customer Success, Product Management, Finance, and Sales Operations to drive pipeline generation and successful deal execution.
• Lead executive engagement, commercial negotiations, and strategic account planning for key regional opportunities.
• Recruit, develop, and retain top-performing sales talent while fostering a culture of accountability, continuous improvement, and customer success.
• Ensure effective use of Salesforce.com and related sales systems to maintain pipeline hygiene, data integrity, and forecasting accuracy.
• Provide timely business reviews, forecast updates, and strategic recommendations to senior sales leadership.
• Serve as a regional market expert, providing customer and competitive insights to support product, marketing, and go-to-market strategies.

Requirements

• Bachelor's Degree (or equivalent) in Business or a related discipline; advanced degree preferred.
• 12+ years of successful enterprise technology sales experience, preferably in cybersecurity, identity, access management, authentication, healthcare IT, or adjacent software markets.
• 5+ years of progressive sales leadership experience leading regional sales teams and managers.
• Experience selling into healthcare provider organizations, health systems, or adjacent healthcare markets strongly preferred.
• Strong working knowledge of MEDDPICC and disciplined sales management practices.
• Demonstrated history of quota attainment, revenue growth, and forecast accuracy.
• Proven ability to lead complex enterprise sales cycles involving executive stakeholders including CIOs, CISOs, IT, Security, Compliance, Operations, and Clinical leaders.
• Strong executive presence with excellent communication, presentation, negotiation, and relationship-building skills.
• Experience hiring, coaching, and developing high-performing sales teams.
• Strong analytical, organizational, and business planning capabilities.
• Ability to travel approximately 50% within the assigned region.

Qualifications

• Experience selling into healthcare provider organizations, health systems, or adjacent healthcare markets strongly preferred.
• Strong working knowledge of MEDDPICC and disciplined sales management practices.
• Demonstrated history of quota attainment, revenue growth, and forecast accuracy.
• Proven ability to lead complex enterprise sales cycles involving executive stakeholders including CIOs, CISOs, IT, Security, Compliance, Operations, and Clinical leaders.
• Strong executive presence with excellent communication, presentation, negotiation, and relationship-building skills.
• Experience hiring, coaching, and developing high-performing sales teams.
• Strong analytical, organizational, and business planning capabilities.

Skills

• Strong enterprise technology sales experience, preferably in cybersecurity, identity, access management, authentication, healthcare IT, or adjacent software markets.
• Experience selling into healthcare provider organizations, health systems, or adjacent healthcare markets.
• Strong working knowledge of MEDDPICC and disciplined sales management practices.
• Proven ability to lead complex enterprise sales cycles involving executive stakeholders including CIOs, CISOs, IT, Security, Compliance, Operations, and Clinical leaders.
• Strong executive presence with excellent communication, presentation, negotiation, and relationship-building skills.
• Experience hiring, coaching, and developing high-performing sales teams.
• Strong analytical, organizational, and business planning capabilities.

Benefits

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.

At Imprivata, we have a top-notch work environment, developmental opportunities, a competitive total rewards package, and the desire to have fun.