Job 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 Revenue Pipeline Director to join our team. This is a hybrid opportunity based out of our Waltham, MA office. Job Summary The Revenue Pipeline Director owns the operating discipline and effectiveness of Imprivata’s end-to-end pipeline process, connecting Marketing, Sales Development, Sales, and Business Operations around a consistent pipeline methodology. This high-visibility role improves pipeline quality, progression, forecast confidence, and revenue outcomes, and regularly advises the CEO, CFO, and CRO. Duties and Responsibilities • Own the end-to-end pipeline process and operating cadence, covering pipeline creation, qualification, stage progression, inspection, coverage, hygiene, forecasting inputs, and closed-business conversion. • Define and continuously improve the pipeline management playbook, including stage definitions, entry and exit criteria, required customer evidence, handoffs, inspection routines, and management expectations. • Lead cross-functional pipeline governance through consistent weekly, monthly, and quarterly operating rhythms, and establish clear accountability for pipeline targets, conversion, data quality, follow-through, and corrective action. • Partner with Marketing and Sales Development leaders to set pipeline creation goals and improve campaigns, target-account engagement, lead quality and follow-up, routing, qualification, nurture, and conversion to accepted opportunities. • Work with Sales leaders and frontline teams to improve opportunity quality, deal progression, sales velocity, mutual action plans, executive engagement, and close-plan discipline. • Inspect pipeline with Sales leaders, identify bottlenecks and deal risks, and drive actions to advance, rehabilitate, or remove opportunities, including stalled, aging, or low-probability deals. • Develop pipeline coverage and quality frameworks and executive dashboards that report creation, stage conversion, aging, velocity, slippage, win rates, source performance, and forecast risk. • Ensure Salesforce and related revenue intelligence systems provide accurate, timely, actionable data; identify root causes of data-quality issues and drive durable improvements in data governance and adoption. • Design measurement approaches and predictive analyses that improve pipeline predictability, resource allocation, and executive decision-making. • Lead cross-functional root-cause reviews when pipeline performance misses plan and recommend changes to process, programs, coverage, enablement, or operating priorities. • Coordinate with Finance and Business Operations to align pipeline definitions, bookings expectations, forecast inputs, and executive reporting. • Coach and enable Sales and Marketing leaders and teams on pipeline standards, inspection techniques, CRM discipline, and practical deal progression; build a culture of transparency, constructive challenge, and continuous improvement. • Other duties as assigned and required. Required Qualifications • Bachelor’s degree in business, finance, marketing, operations, or a related field; an MBA or equivalent advanced degree is preferred. • 10+ years of experience in Revenue Operations, Sales Operations, Sales Strategy, Marketing Operations, business operations, or a related revenue leadership role, including significant partnership with senior go-to-market leaders. • Demonstrated success improving pipeline generation, opportunity progression, sales execution, forecasting, and revenue predictability in a complex B2B or enterprise environment. • Deep understanding of the full revenue lifecycle, including demand generation, SDR/BDR qualification, opportunity management, sales stages, pipeline coverage, forecasting, and closed-business conversion. • Strong Salesforce expertise and experience with revenue intelligence, reporting, analytics, workflow automation, and data-governance practices. • Exceptional analytical and problem-solving skills, with the ability to translate executive-level insights into practical actions for frontline teams. • Proven ability to influence without direct authority, challenge senior stakeholders credibly, and hold cross-functional leaders accountable constructively. • Excellent written, verbal, and executive communication skills, including concise recommendations to the CEO, CFO, CRO, and other senior leaders. • Experience building operating playbooks and leading change management and adoption across Sales and Marketing; healthcare technology, cybersecurity, software, or another complex enterprise technology environment is preferred. This position offers a total compensation range of $265,000.00 to $284,400.00 (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. #LI-Hybrid #LI-ML1

Requirements

Must-haves

We are seeking a Revenue Pipeline Director to join our team. This is a hybrid opportunity based out of our Waltham, MA office.
Duties and Responsibilities
Own the end-to-end pipeline process and operating cadence, covering pipeline creation, qualification, stage progression, inspection, coverage, hygiene, forecasting inputs, and closed-business conversion.
Define and continuously improve the pipeline management playbook, including stage definitions, entry and exit criteria, required customer evidence, handoffs, inspection routines, and management expectations.
Work with Sales leaders and frontline teams to improve opportunity quality, deal progression, sales velocity, mutual action plans, executive engagement, and close-plan discipline.
Inspect pipeline with Sales leaders, identify bottlenecks and deal risks, and drive actions to advance, rehabilitate, or remove opportunities, including stalled, aging, or low-probability deals.
Develop pipeline coverage and quality frameworks and executive dashboards that report creation, stage conversion, aging, velocity, slippage, win rates, source performance, and forecast risk.
Ensure Salesforce and related revenue intelligence systems provide accurate, timely, actionable data; identify root causes of data-quality issues and drive durable improvements in data governance and adoption.
Design measurement approaches and predictive analyses that improve pipeline predictability, resource allocation, and executive decision-making.
Lead cross-functional root-cause reviews when pipeline performance misses plan and recommend changes to process, programs, coverage, enablement, or operating priorities.
Coordinate with Finance and Business Operations to align pipeline definitions, bookings expectations, forecast inputs, and executive reporting.
Other duties as assigned and required.
Demonstrated success improving pipeline generation, opportunity progression, sales execution, forecasting, and revenue predictability in a complex B2B or enterprise environment.
Deep understanding of the full revenue lifecycle, including demand generation, SDR/BDR qualification, opportunity management, sales stages, pipeline coverage, forecasting, and closed-business conversion.
Strong Salesforce expertise and experience with revenue intelligence, reporting, analytics, workflow automation, and data-governance practices.
Exceptional analytical and problem-solving skills, with the ability to translate executive-level insights into practical actions for frontline teams.
Proven ability to influence without direct authority, challenge senior stakeholders credibly, and hold cross-functional leaders accountable constructively.
Excellent written, verbal, and executive communication skills, including concise recommendations to the CEO, CFO, CRO, and other senior leaders.
#LI-Hybrid #LI-ML1

Nice-to-haves

Bachelor’s degree in business, finance, marketing, operations, or a related field; an MBA or equivalent advanced degree is preferred.

Application prep

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