Revenue Enablement Performance Partner

Imprivata; Waltham (MA); On-site; 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

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 Sales Trainer to join our team. This is a hybrid opportunity based out of Waltham, MA.

Job Summary

The Revenue Enablement Sales Trainer is responsible for the ongoing development of seller effectiveness across the revenue organization. This role owns the delivery and reinforcement of sales skills, coaching, and methodology adoption through instructor-led training, practice-based learning, and continuous reinforcement. More than a traditional trainer, this role combines high-impact facilitation with ongoing seller coaching to ensure learning translates into improved sales execution. The Sales Trainer develops sellers through engaging instructor-led programs, role plays, coaching sessions, and real-world application, reinforcing critical selling behaviors and methodologies long after onboarding is complete. The Sales Trainer partners closely with the Director of Revenue Enablement, Learning & Development, Sales Leadership, Product Marketing, Solution Engineering, and Revenue Enablement Business Partners to ensure sellers continuously develop the knowledge, skills, and behaviors needed to execute the organization's sales methodology and achieve business objectives.

Duties and Responsibilities

• Help with the design, development, 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

Required 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.

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.