Come join a winning team! Here at Imprivata, you’ll see a dedicated group of professionals who care about improving healthcare. Our team thrives on collaboration and sharing ideas, whether in a cross-functional meeting or at one of our virtual team-building events.
While we're diverse in our backgrounds and skills, we have much in common: a passion for our mission, a strong sense of integrity, a belief that we're making a positive impact, and a commitment to having fun.
We are seeking a Sales Enablement Director to join our team. This is a hybrid role based out of our Waltham, MA office.
Job Summary
The Sales Enablement Director is responsible for designing, implementing, and managing a comprehensive sales enablement strategy. This role focuses on improving the effectiveness and efficiency of the sales team through targeted training programs, sales tools, and resources. The Director will work cross-functionally with product, sales, and marketing teams, as well as external vendors, to ensure the sales organization is equipped with the knowledge, skills, and tools necessary to drive revenue growth and improved sales performance.
Duties and Responsibilities
- Develop and implement a comprehensive sales enablement strategy aligned with the company's goals, go-to-market strategy, and sales objectives.
- Track and analyze sales performance metrics and market trends to identify areas for improvement, growth opportunities, and effectiveness of enablement programs.
- Provide regular reports and updates to senior leadership on sales enablement initiatives and their impact on sales performance.
- Identify, design, and deliver sales training programs including:
- Technical Training: Cybersecurity, cloud computing, software solutions, and other relevant technical domains.
- Product Training: Deep dives into the company's product offerings, including new product launches and updates.
- Sales Development Training: Implementation of methodologies such as MEDDPICC, Sandler, SPIN Selling, and others as needed.
- Create onboarding materials and ongoing training resources to support the continuous development of sales team members at various levels and roles within the organization.
- Partner with internal teams including product, product marketing, HR, marketing, finance, etc. and external vendors to curate the best educational content, tools, and methods for delivering training.
- In partnership with sales leadership and sales operations teams, ensure sales professionals have access to the necessary tools, collateral, and resources to improve sales execution.
- Track and analyze the effectiveness of enablement programs. Adjust strategies and programs based on performance data, feedback, and evolving business needs.
- Identify and address gaps in the sales process, providing tools and processes that help sales reps move opportunities through the pipeline more effectively.
- Mentor team members fostering a collaborative and high-performance culture.
- Other duties as assigned and required.
Required Qualifications
- Bachelor’s degree in business administration, Marketing, or a related field; MBA or advanced degree preferred.
- 7+ years of experience in sales, sales enablement, sales operations, or a related role, with at least 3 years in a senior leadership position.
- Experience supporting healthcare, international, and commercial markets.
- Proven record of developing and executing successful sales enablement strategies and programs.
- Strong understanding of sales processes, methodologies, and tools.
- Ability to analyze data and derive actionable insights to drive sales performance.
- Experience in CRM systems (e.g., Salesforce) and other sales enablement platforms (e.g., Highspot) required.
- Experience supporting software sales organization.
- Excellent communication, presentation, and people skills.
- Strong MS Office Skills - Outlook, Word, Excel, and PowerPoint.
- Must be well-organized and have strong attention to detail.
- Self-motivated and adaptable to change and ambiguity.
- Ability to work independently and take ownership for work performed.
This position offers a total compensation range of $180,000.00 to $190,000.00 (inclusive of base salary and variable compensation, such as bonuses and incentives). 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
