Senior Sales Executive

Join us as we work to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all.

Position Summary

Make a meaningful impact on the future of healthcare by helping independent medical practices modernize and grow. As a Senior Sales Executive supporting Independent Medical Groups, you will lead complex sales cycles, guide prospective clients through strategic decision‑making, and influence outcomes in one of athenahealth’s most critical market segments. This role is based remotelywithregular travel to your assigned territory. This position reports to the Territory Sales Manager.

About the Team

The Independent Medical Group Sales team expands athenahealth’s presence among practices with 1–17 providers by helping them adopt technology that strengthens clinical, financial, and operational performance. The team partners closely with marketing, product, and customer success to deliver a cohesive experience for prospects and clients. Using virtual selling tools, data‑driven insights, and cross‑functional collaboration, the team supports practices frominitialengagement through long‑term success. As a senior member, you will contribute experience and perspectivethat elevateteam performance and support our broader mission.

Essential Job Responsibilities

• Own and manage a full cycle, consultative sales process, including advanced lead generation, discovery, solution demonstrations, negotiations, and closing

• Drive comprehensive coverage of an assigned geographic territory through strategic planning and partnership with inside sales partners

• Engage, advise, and influence prospective medical practices on how athenahealth’s solutions support growth, efficiency, and patient care

• Deliver compelling virtual and in person product demonstrations &ROI’stailored to the unique needs of early stage and growing practices

• Build, manage, andmaintaina robust, high quality pipeline using data driven insights and cross functional collaboration

• Stay ahead of healthcare industry trends and competitive dynamics to position athenahealth as a trusted growth partner

• Regular travel to your designated market to drive pipeline momentum (approximately 3x per quarter)

• Serve as a role model for inclusive collaboration—solicitinginput, acknowledging contributions, and supporting teammates when needed

• Demonstrate leadership through consistent follow through, transparent communication, and reliability that builds trust across teams and with clients

• Integrate AI‑enabled tools into sales planning, prospect research, and pipeline management to improve efficiency andidentifynew opportunities; evaluate emerging AI capabilities and share insights that help the team adopt effective solutions.

Additional Job Responsibilities

• Represent athenahealth at industry events, conferences, and networking opportunities to generate new leads and strengthen brand presence

• Partner with cross functional teams to refine sales strategies, improve customer experience, and share market insights

• Mentor and support less tenured Sales Executives and inside sales, contributing to a culture of shared success

• Participate in ongoing sales training and professional development to sharpen skills and elevate team performance

• Engage with clients, partners, and affiliate organizations to drive prospect referrals and expand market reach

Expected Education & Experience

Required Qualifications

• Bachelor’s degree

• 5+ years of sales experience, including at least 3 years in full cycle, quota carrying roles

• Demonstrated history of meeting and exceeding sales targets in a corporate or client facing environment

• Strong presentation, communication, and relationship building skills

• Experience using CRM tools; Salesforce preferred

• Proven ability to influence prospective buyers, adapt to complex sales situations, and apply business insights to drive outcomes

• Demonstrated leadership traits, including:

• Inclusive collaboration and productive teamwork

• Consistency between words and actions

• Honesty, direct communication, and reliability in commitments

Preferred Qualifications

• Experience selling SaaS or technology solutions

• Background in healthcare or medical practice operations

• Experience mentoring peers or contributing to team level initiatives

• Track recordof success in high growth or rapidly evolving environments

Expected Compensation

$70,000 - $120,000

Expected Compensation

The base salary range shown reflects the full range for this role from minimum to maximum. At athenahealth, base pay depends on multiple factors, including job-related experience, relevant knowledge and skills, how your qualifications compare to others in similar roles, and geographical market rates. Base pay is only one part of our competitive Total Rewards package - depending on role eligibility, we offer both short and long-term incentives by way of an annual discretionary bonus plan, variable compensation plan, and equity plans.

About athenahealth

Our vision: In an industry that becomes more complex by the day, we stand for simplicity. We offer IT solutions and expert services that eliminate the daily hurdles preventing healthcare providers from focusing entirely on their patients — powered by our vision to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all.

Our company culture: Our talented employees — or athenistas, as we call ourselves — spark the innovation and passion needed to accomplish our vision. We are a diverse group of dreamers and do-ers with unique knowledge, expertise, backgrounds, and perspectives. We unite as mission-driven problem-solvers with a deep desire to achieve our vision and make our time here count. Our award-winning culture is built around shared values of inclusiveness, accountability, and support.

Our DEI commitment: Our vision of accessible, high-quality, and sustainable healthcare for all requires addressing the inequities that stand in the way. That's one reason we prioritize diversity, equity, and inclusion in every aspect of our business, from attracting and sustaining a diverse workforce to maintaining an inclusive environment for athenistas, our partners, customers and the communities where we work and serve.

What we can do for you:

Along with health and financial benefits, athenistas enjoy perks specific to each location, including commuter support, employee assistance programs, tuition assistance, employee resource groups, and collaborative workspaces — some offices even welcome dogs.

We also encourage a better work-life balance for athenistas with our flexibility. While we know in-office collaboration is critical to our vision, we recognize that not all work needs to be done within an office environment, full-time. With consistent communication and digital collaboration tools, athenahealth enables employees to find a balance that feels fulfilling and productive for each individual situation.

In addition to our traditional benefits and perks, we sponsor events throughout the year, including book clubs, external speakers, and hackathons. We provide athenistas with a company culture based on learning, the support of an engaged team, and an inclusive environment where all employees are valued.

Learn more about our culture and benefits here: athenahealth.com/careers