Revenue Enablement Business Partner

Imprivata; Waltham (MA); Hybrid; USD 129,000 - 139,000; Full time

Job summary

Imprivata in Waltham, MA seeks a Revenue Enablement Business Partner to align enablement initiatives with sales priorities. You will partner with Sales Leaders to improve field execution, coaching, and methodology adoption across Healthcare and other revenue segments.

The role focuses on translating business priorities into learning programs, plays, and reinforcement initiatives, while monitoring adoption and effectiveness and shaping revenue strategy with cross-functional teams.

Qualifications

• Bachelor's degree in Business Administration, Organizational Development, Technology Management or related field.

Responsibilities

• Serve as the primary Revenue Enablement Partner to Sales Leadership teams, aligning enablement with revenue objectives.
• Participate in forecast meetings, pipeline reviews, and QBRs to identify trends.
• Coach frontline managers to strengthen MEDDPICC and sales methodology adoption.
• Collaborate with Learning & Development, Sales Coaching, Product Marketing, and Revenue Operations to develop learning programs and plays.
• Monitor adoption and effectiveness of enablement programs and provide recommendations for improvement.
• Voice field needs to ensure enablement investments align with outcomes.

Skills

Communication skills

Consulting

Stakeholder management

Education

Bachelor's degree in Business Administration or related field

Tools

Gong

CRM software

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 Enablement Business Partner to join our team. This is a hybrid opportunity based out of Waltham, MA.

Job Summary

The Revenue Enablement Business Partner serves as the dedicated enablement partner to assigned Sales Leadership teams. This role is responsible for improving field execution by identifying performance gaps, partnering with frontline managers, and translating business priorities into targeted enablement strategies and initiatives. This position works alongside sales leaders to improve execution quality, manager effectiveness, methodology adoption, and seller productivity. The initial focus of this role will be supporting the Healthcare Sales organization, onboarding, cross-sell readiness, and execution priorities. As business needs evolve, the role will expand its support to additional revenue segments, including Commercial and other assigned sales organizations.

Duties and Responsibilities

• Serve as the primary Revenue Enablement Business Partner to assigned Sales Leadership teams, aligning enablement strategies with business priorities, revenue objectives, and organizational initiatives. Initially, this role will support the Healthcare Sales organization, with the scope expanding to additional revenue segments as business needs evolve.
• Build trusted partnerships with sales leaders and frontline managers by participating in forecast meetings, pipeline reviews, quarterly business reviews (QBRs), and other sales operating rhythms to identify performance trends and enablement opportunities.
• Analyze sales execution using pipeline data, Gong conversation insights, CRM analytics, manager feedback, and field observations to identify performance gaps and recommend targeted enablement solutions.
• Partner with frontline managers to strengthen coaching effectiveness by reinforcing MEDDPICC, sales methodology, product messaging, and best practices while promoting consistent coaching and inspection habits.
• Translate business priorities and field insights into enablement strategies by collaborating with Learning & Development, Sales Coaching, Product Marketing, Revenue Operations, and other cross-functional teams to develop learning programs, sales plays, and reinforcement initiatives.
• Monitor the adoption and effectiveness of enablement programs by evaluating seller readiness, manager coaching effectiveness, methodology adoption, pipeline quality, and overall sales execution, providing recommendations for continuous improvement.
• Act as the voice of the field within Revenue Enablement by communicating emerging business needs, market trends, and organizational priorities to ensure enablement investments align with business outcomes.
• Other duties as assigned and required

Required Qualifications

• Bachelor's degree in Business Administration, Organizational Development, Technology Management or related field.
• 5-7 years of experience in enterprise sales, sales leadership, or revenue enablement.
• Healthcare sales, healthcare technology, or healthcare enablement experience required.
• Experience partnering with sales leaders and frontline managers to improve sales execution and performance.
• Solid understanding of enterprise sales processes, pipeline management, MEDDPICC (or a comparable sales methodology), and the Science of Selling.
• Experience leveraging CRM data, Gong, or similar sales analytics tools to identify trends and drive enablement strategies.
• Excellent communication, consulting, and stakeholder management skills with the ability to influence without direct authority.

This position offers a total compensation range of $129,000.00 to $139,000.00 (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.