Description

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 $164,00.00 to $174,000.00 (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!

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