Senior Territory Manager

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 Senior Territory Manager to join our team. This is a hybrid opportunity based out of Waltham, MA.
Job Summary
The Senior Territory Manager is responsible for designing, maintaining, and optimizing account and territory structures aligned to the company's GTM strategy. This role ensures Salesforce data integrity, supports territory planning cycles, and drives data informed coverage decisions across sales segments. This individual serves as the governance lead for account hierarchy, territory assignments, and segmentation logic while partnering cross-functionally with Sales, GTM Ops, Finance, and Leadership to ensure fair, scalable, and high performing territory models.
Duties and Responsibilities

• Design and maintain territory structures aligned to GTM segmentation.
• Maintain accurate account hierarchies, segmentation, and industry classifications.
• Ensure Salesforce data integrity, including deduplication, M&A updates, and hygiene initiatives.
• Develop and enforce governance policies and data quality standards.
• Create, test, and manage territory assignments in Salesforce (Sandbox and Production).
• Document territory logic and support ownership transitions and conflict resolution.
• Perform TAM, workload, and productivity modeling to inform coverage decisions.
• Develop dashboards and reporting to monitor territory effectiveness.
• Manage third-party data vendors and ensure data accuracy, enrichment, and refresh quality.
• Other duties as assigned and required.

Qualifications

• Bachelor's degree in Business, Finance, Economics, Analytics, Operations, or a related field required.
• 5-7 years of experience in Territory Planning, Sales Operations, RevOps, or related analytical role in a fast-paced tech company.
• Advanced Salesforce experience (account hierarchies, territory management, data governance).
• Excellent Excel modeling skills (pivot tables, scenario modeling, data validation).
• Experience with Planning tools such as Salesforce, Clari, Gong.
• Working knowledge of SQL, relational databases, and other analysis tools are desirable.
• Proven experience working with cross-functional teams and driving enhancements.
• Strong analytical and communication skills.

This position offers a total compensation range of $128,000.00 to $138,000.00 (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.
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