Principal Sales Operations Analyst

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 Principal Sales Operations Analyst to join our team. This is a hybrid opportunity based out of Waltham MA.  

Job Summary

The Principal Sales Operations Analyst is an integral role on the GTM -Sales Operations team. The role contributes to the growth and expansion of the CRO function at Imprivata. This role is highly visible and key to driving critical strategic initiatives for the sales organization. As a Senior Analyst you will turn ambiguous problems into actionable solutions. This role is responsible for identify opportunities align across cross-functional stakeholders conduct data analytics bookings forecasting pipeline analysis deal structuring and partnering with sales leadership.

Duties and Responsibilities

• Provide actionable analysis on key sales KPIs including forecast accuracy pipeline quality deal movement booking trends ARR average deal size discounting and quarterly performance drivers.
• Partner directly with sales leaders including RVPs and frontline leadership to support business reviews forecast calls pipeline reviews and performance discussions.
• Analyze pipeline coverage pipeline creation stage-level health and conversion trends to identify gaps risks and opportunities for improved sales execution.
• Own deep-dive analysis of pipeline funnel performance across lead opportunity stage progression conversion and closed-won outcomes.
• Analyze SDR performance productivity efficiency and KPI trends including activity quality meeting creation conversion to opportunity pipeline contribution and handoff effectiveness.
• Evaluate funnel and deal-stage movement including stage conversion time spent in each stage progression trends deal slippage push rates aging pipeline and stalled opportunities.
• Identify bottlenecks across the sales cycle and recommend data-driven actions to improve pipeline velocity conversion quality and revenue predictability.
• Recommend and help implement process improvements automation dashboard enhancements and operating cadences that improve sales efficiency and funnel transparency.
• Drive alignment across teams on pipeline definitions KPI measurement handoff processes funnel performance and action plans to improve results.
• Lead cross-functional initiatives that modernize pipeline management improve forecast accuracy enhance funnel visibility and strengthen GTM operating discipline.
• Mentor junior analysts and model strong analytical rigor business acumen stakeholder management and continuous improvement practices.
• Other duties as assigned and required.

Qualifications

• Bachelor’s degree in business Finance Marketing or a related field (MBA preferred).
• 8-10+ 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 $16400.00 to $174000.00 (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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What We Do

For more than two decades Imprivata has been redefining how life- and mission-critical industries secure and manage digital identities. We empower healthcare and enterprise organizations to enable fast compliant and secure access to technology—allowing clinicians and staff to stay focused on what matters most: patient care and operational excellence. Our digital identity platform is purpose-built for complex environments where every second counts and security can never take a back seat. From authentication and access management to device application and identity governance Imprivata provides a unified approach that balances usability with protection. Trusted by the world’s leading healthcare systems and enterprises in over 45 countries we deliver solutions that improve efficiency safeguard data and drive digital transformation. At Imprivata our commitment goes beyond technology—we partner closely with our customers to ensure their success every step of the way.

Why Work With Us

At Imprivata every voice matters. We’re a global team driven by innovation compassion and collaboration. Together we live our values—Raise the Bar Own the Outcome Stay Nimble and Win Together—while making a real impact on healthcare technology and the communities we serve.

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