Chief Revenue Officer

Imprivata - Waltham, MA

Full-time - Executive

Waltham, MA

Machinery Manufacturing

About the position

The Chief Revenue Officer (CRO) at Imprivata is a key executive role responsible for driving the company's revenue growth strategy. This position involves managing and optimizing all sales functions, aligning the sales organization with business goals, and developing strategies to achieve top-line growth. The CRO will lead high-performance sales teams, ensure consistent revenue achievement, and foster a collaborative sales culture focused on performance and customer satisfaction.

Responsibilities

• Lead the company's global sales strategy, focusing on achieving revenue goals and scaling the sales organization.
• Develop and execute sales plans, ensuring alignment with the company's growth objectives, market opportunities, and customer needs.
• Drive innovation in sales strategies, methods, and tools to improve sales effectiveness and win rates.
• Oversee the end-to-end sales process, from lead generation to deal closure, ensuring high performance at each stage.
• Continuously refine the sales process to increase efficiency, close rates, and overall sales performance.
• Drive the adoption of sales best practices across the organization, ensuring consistency and quality in sales execution.
• Establish and maintain accurate revenue forecasts, ensuring that sales teams meet or exceed targets.
• Monitor key sales metrics and KPIs, providing detailed reports and insights to senior leadership on sales performance and pipeline health.
• Recruit, hire, and develop a high-performing sales team, providing leadership, mentorship, and ongoing coaching.
• Foster a collaborative and accountable sales culture that focuses on performance, results, and customer satisfaction.
• In partnership with Sales Operations and Finance, define sales roles and territories, establish sales quotas, and implement incentive plans to motivate and reward top performers.
• Ensure accurate revenue tracking, reporting, and strategic decision-making.
• Collaborate with marketing, customer experience, and product teams to ensure seamless customer experience and alignment on product offerings and market positioning.
• Work closely with the executive team to inform strategic business decisions, contributing to long-term business planning and go-to-market strategies.
• Stay informed on market trends, customer needs, and competitive landscape to adapt sales strategies and maintain a competitive edge.
• Cultivate strong relationships with key customers and strategic accounts to ensure high satisfaction and long-term business growth.
• Support sales teams in high-stakes negotiations and closing large or complex deals.

Requirements

• Bachelor's degree in Business Administration, Sales, Marketing, or a related field (MBA a plus).
• 10+ years of sales leadership experience in a senior or executive role, within the software industry.
• Proven track record of driving significant revenue growth and leading high-performing sales teams.
• Experience in managing large, complex sales organizations, including direct sales, account management, and business development teams.
• Ability to craft and execute a sales strategy effectively.
• Strong leadership, interpersonal, and communication skills with the ability to influence and inspire at all levels of the organization.
• Excellent strategic thinking and problem-solving abilities.
• Expertise in sales methodologies, CRM tools, and sales analytics platforms.
• In-depth understanding of sales processes, from lead generation to closing.
• Data-driven mindset with the ability to leverage insights for continuous improvement.

Benefits

• Top-notch work environment
• Developmental opportunities
• Competitive total rewards package
• Commitment to a fun workplace