Note: The job is a remote job and is open to candidates in USA. Imprivata delivers unified access and security management programs for healthcare and mission-critical organizations. The Principal Sales Operations Analyst will support the GTM Sales Operations team by driving strategic initiatives through sales analytics, forecasting, pipeline analysis, deal structuring, and cross-functional partnership with sales leadership.
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
Skills
- Bachelor's degree in business, Finance, Marketing, or a related field
- 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
- MBA preferred
Benefits
- Remote opportunity based in the United States
- Developmental opportunities
Company Overview
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