The Sales Development Representative generates qualified leads through outbound prospecting and inbound lead qualification, partnering with Account Executives to drive territory strategy and sales opportunities.
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 Sales Development Representative to join our team. This is a hybrid opportunity based out of our Waltham, MA OR Austin, TX office.
Job Summary
The Sales Development Representative (SDR) plays a critical role in driving revenue growth by generating qualified pipeline for Imprivata’s sales organization. This role combines strategic outbound prospecting with inbound lead qualification to create high-quality sales opportunities across assigned accounts and industries. SDRs partner closely with Account Executives to execute territory strategy, engage target buyers, and position Imprivata’s solutions through relevant, value-driven conversations. This role is designed as a foundational step in a high-performance sales career, with opportunities for advancement into Account Executive and other revenue roles based on performance.
Duties and Responsibilities
- Drive qualified pipeline growth through outbound prospecting and inbound lead qualification across assigned target accounts and industries.
- Execute multi-channel outreach (phone, email, social) using structured cadences within a modern sales engagement platform.
- Partner with Account Executives to define territory strategy, prioritize target accounts, and coordinate opportunity follow-up.
- Qualify prospects against established criteria to ensure strong Sales Accepted Lead (SAL) and SQL conversion rates.
- Research accounts and leverage prospecting tools to identify new logo and cross-sell opportunities. Maintain accurate activity tracking, lead management, and pipeline documentation in Salesforce.
- Consistently meet or exceed defined performance metrics related to activity, opportunity creation, and pipeline contribution.
- Engage decision-makers at multiple levels, including executive stakeholders.
- Provide feedback to Sales and Marketing on messaging effectiveness, campaign performance, and market insights.
- Take ownership of individual performance goals while contributing to overall team success.
- Other duties as assigned and required.
Required Qualifications
- Bachelor’s or Associate’s degree preferred.
- 0-2 years’ experience of relevant customer-facing, sales, business development, recruiting, hospitality, or other relationship-driven experience.
- Demonstrated drive to achieve measurable goals in a fast-paced, results-oriented environment.
- Strong written and verbal communication skills with the ability to engage professionally across multiple channels.
- Comfortable handling high-volume outreach and navigating rejection with resilience and professionalism.
- Demonstrated curiosity about business challenges and a desire to continuously learn and improve.
- Highly organized with strong time management and prioritization skills.
- Coachable, accountable, and motivated by performance-based success.
- Experience using CRM systems (Salesforce preferred), sales engagement platforms, and prospecting tools is a plus.
This position offers an hourly range of $27.40 to $29.81, and an annual target bonus of $21,000. 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.
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