Revenue Enablement Coach for Sales Excellence

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

Job summary

Imprivata, based in Waltham, MA, seeks a Revenue Enablement Sales Trainer to elevate seller effectiveness across the revenue org. You will deliver instructor-led programs, role plays, and hands-on practice to reinforce selling behaviors and ensure adoption of MEDDPICC and Science of Selling.

You will partner with Sales Leadership, Product Marketing, and Solution Engineering to align training with launches and priorities, while coaching through real customer conversations using Gong.

Qualifications

• Bachelor's degree in Business Administration, Organizational Development, Technology Management or related field.
• 5-8 years of experience in sales, sales enablement, sales training, or sales leadership.
• Experience as a successful quota-carrying seller, frontline sales manager, or sales coach.
• Demonstrated experience delivering instructor-led training, workshops, coaching sessions, and practice-based learning.
• Strong facilitation, presentation, and communication skills with the ability to engage technical and non-technical audiences.
• Experience with MEDDPICC, Science of Selling, or comparable enterprise sales methodologies.
• Experience using Gong or similar conversation intelligence platforms to coach and reinforce seller behaviors.
• Strong technical aptitude with the ability to quickly learn complex software solutions and facilitate technical product readiness in partnership with Solution Engineering and Product Marketing.
• Proven ability to collaborate and influence cross-functional teams without direct authority.

Responsibilities

• Design, develop, and deliver instructor-led sales training programs for Sales Development Representatives (SDRs), Regional Sales Manager (RSMs), Specialists, Sales Leaders, and frontline managers, including the organization's Science of Selling curriculum.
• Facilitate engaging learning experiences including workshops, onboarding, practice labs, role plays, coaching sessions, certification programs, and new product readiness to reinforce sales skills, MEDDPICC methodology, and best practices.
• Conduct Gong call reviews and coaching sessions using real customer conversations to reinforce selling behaviors and improve sales execution.
• Partner with frontline managers to strengthen coaching effectiveness by providing coaching resources, reinforcement strategies, and best practices that support ongoing seller development.
• Collaborate with Director of Revenue Enablement, Product Marketing, Sales Leadership, Revenue Operations, Learning & Development, Solution Engineering, and Revenue Enablement Business Partners to deliver enablement programs aligned with business priorities, product launches, and go-to-market initiatives.
• Support technical product enablement by partnering with Solution Engineering and subject matter experts to facilitate product readiness, technical learning sessions, and demonstrations that build seller confidence and technical proficiency.
• Evaluate program effectiveness by measuring learner participation, certification completion, coaching adoption, learner feedback, and observable improvements in seller performance, continuously refining programs based on business needs.
• Other duties as assigned and required

Skills

Facilitation

Presentation skills

Communication

MEDDPICC

Science of Selling

Gong usage

Cross-functional collaboration

Technical aptitude

Education

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

Tools

Gong

Job description

Imprivata, based in Waltham, MA, seeks a Revenue Enablement Sales Trainer to elevate seller effectiveness across the revenue org. You will deliver instructor-led programs, role plays, and hands-on practice to reinforce selling behaviors and ensure adoption of MEDDPICC and Science of Selling.

You will partner with Sales Leadership, Product Marketing, and Solution Engineering to align training with launches and priorities, while coaching through real customer conversations using Gong.