Director, Revenue Pipeline

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 Director, Revenue Pipeline to join our team. This is a hybrid opportunity based out of our Waltham, MA office.

Job Summary

The Director of Revenue Pipeline is responsible for overseeing and optimizing the end-to-end revenue pipeline, ensuring seamless lead generation, conversion, and revenue growth. This role is critical in aligning Marketing, Sales, Sales Development (SDR), and Customer Success functions to maximize pipeline efficiency and accelerate revenue generation. The ideal candidate will have a dynamic background in Revenue Operations, Sales Strategy, Marketing Operations, and data-driven decision-making.

Duties and Responsibilities

• Own the efficacy of the entire Pipeline process to ensure aligned handoffs increased in closed business
• Develop and implement strategies to enhance pipeline generation, forecasting accuracy, and revenue conversion rates.
• Review and improve the efficiency of the revenue funnel, from lead acquisition to closed deals.
• Identify bottlenecks in the sales cycle and implement data-driven solutions to improve velocity.
• Partner with sales, marketing, and customer success teams to align pipeline goals with business priorities.
• Monitor and track key revenue pipeline metrics, ensuring data accuracy and consistency.
• Build predictive models to improve sales forecasting and revenue predictability.
• Provide regular pipeline health reports and insights to senior leadership.
• Implement and optimize CRM and revenue intelligence tools to improve pipeline visibility.
• Work closely with marketing to refine lead generation and nurture strategies.
• Partner with sales leadership to improve conversion rates and shorten sales cycles.
• Work with SDR team to review efficacy of Inbound and outbound campaigns and cadences and adjust practices
• Align pricing strategies, contract structures, and go-to-market plans to drive revenue growth.
• Manage a team of revenue operations specialists and analysts, ensuring their work is aligned with business goals.
• Provide training and mentorship to sales and marketing teams on pipeline best practices.
• Foster a culture of continuous improvement, leveraging data and automation to streamline operations.
• Other duties as assigned and required.

Required Qualifications

• Bachelor's degree in business, Finance, Marketing, or a related field (MBA preferred).
• 10+ years' experience in revenue operations, sales strategy, or revenue growth roles, with at least 5 years in a leadership position.
• Deep knowledge of sales funnels, demand generation, and revenue lifecycle management.
• Solid data-analytical skills, with experience in CRM platforms (Salesforce) and revenue intelligence tools.
• Proven ability to improve sales processes and revenue forecasting.
• Excellent communication, leadership, and cross-functional partnership skills.
• Experience working in technology, or enterprise sales environments.
• Expertise in sales automation, lead scoring, and account-based marketing (ABM).
• Ability to drive alignment between marketing, sales, and customer success teams.
• Effective problem-solving mindset with a focus on operational excellence.

This position offers a total compensation range of $230,000.00 to $240,000.00 (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. 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.

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