Join us as we work to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all.
Account Executive, Small Group Sales (Existing Clients)
Position Summary
This role accelerates growth within athenahealth’s existing Small Group (1–5 MD) client segment by expanding adoption of new products and services. The Account Executive drives revenue by identifying opportunities, engaging decision makers, and guiding clients through purchasing decisions that strengthen their operational and financial performance. This is a remote role with regular collaboration across internal teams. This position reports to the Account Executive, Manager.
About the Team
The Small Group Sales team supports independent medical practices by helping them adopt solutions that improve financial outcomes, operational efficiency, and long‑term growth. The team partners closely with Customer Success, Product, and Marketing to understand client needs and position the right solutions at the right time. They rely on CRM tools, analytics, and cross‑functional insights to identify opportunities and deliver a consistent, high‑quality client experience.
Essential Job Responsibilities
Drive new revenue from existing clients by identifying, qualifying, and closing opportunities for additional products and services.
Manage a full sales cycle including prospecting, discovery, presentations, value articulation, proposal development, and negotiation.
Maintain a healthy pipeline at 2x quota and consistently meet or exceed assigned revenue targets.
Conduct discovery conversations to understand client challenges related to billing, coding, denials, days in A/R, collection rates, patient payments, and payer performance.
Position athenahealth’s Extended Revenue Cycle Management services and other offerings to address client needs and improve outcomes.
Build strong relationships with practice administrators, physician owners, and billing leaders to support decision‑making and address concerns.
Understand client contractual structures and support rate negotiations associated with organizational growth or expansion.
Maintain accurate and timely pipeline reporting, forecasts, and CRM documentation.
Rapidly learn and effectively position newly launched products and services.
Integrate AI‑enabled tools into daily sales activities to improve prospecting, discovery preparation, proposal quality, and pipeline management; evaluate emerging AI capabilities and share insights to strengthen team workflows.
Travel required up to 25% annually.
Additional Job Responsibilities
Collaborate with Customer Success Managers to identify expansion opportunities and coordinate client engagement strategies.
Support cross‑functional initiatives that enhance sales processes, messaging, or client experience.
Participate in training, enablement sessions, and product updates to maintain strong solution fluency.
Contribute feedback to product and marketing teams based on client needs and market trends.
Assist with internal projects that improve operational efficiency or sales effectiveness.
Expected Education & Experience
Bachelor’s degree or equivalent professional experience.
5+ years of full‑cycle sales experience in healthcare or healthcare IT, with a record of meeting or exceeding quota.
Experience selling into existing accounts and identifying expansion opportunities.
Strong ability to discuss end‑to‑end Revenue Cycle Management in ambulatory settings.
Proficiency with CRM and sales tools such as Salesforce, Excel (financial modeling), PowerPoint, Outreach, LinkedIn, and conversational intelligence platforms.
Strong communication, negotiation, and relationship‑building skills across multiple stakeholder levels.
Ability to manage a high‑volume pipeline with efficiency and maintain an average sales cycle of less than 14 days.
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
https://www.athenahealth.com/careers/equal-opportunity
Skills Required
- Bachelor's degree or equivalent professional experience
- 5+ years of full-cycle sales experience in healthcare or healthcare IT with a record of meeting or exceeding quota
- Experience selling into existing accounts and identifying expansion opportunities
- Strong knowledge of end-to-end Revenue Cycle Management in ambulatory settings
- Proficiency with CRM and sales tools such as Salesforce, Excel (financial modeling), PowerPoint, Outreach, LinkedIn, and conversational intelligence platforms
- Strong communication, negotiation, and relationship-building skills across multiple stakeholder levels
- Ability to manage a high-volume pipeline efficiently and maintain an average sales cycle of less than 14 days
- Willingness and ability to travel up to 25% annually
athenahealth Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about athenahealth and has not been reviewed or approved by athenahealth.
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Healthcare Strength — Health coverage is described as comprehensive, including medical, dental, and vision options alongside additional protections like accident and critical illness coverage. Mental health support and EAP-style counseling resources are also part of the package.
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Leave & Time Off Breadth — Time-away offerings include PTO that covers vacation and sick time, paid holidays, and options for leaves of absence and sabbaticals. Flexible time off is positioned as a meaningful part of the overall rewards package for some roles.
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Retirement Support — Retirement benefits include a 401(k) plan with employer matching, supported by broader financial wellbeing resources. Equity and performance bonuses are also referenced as part of total rewards.
athenahealth Insights
What We Do
athenahealth strives to cure complexity and simplify the practice of healthcare. Our innovative technology includes electronic health records, revenue cycle management, and patient engagement solutions that help healthcare providers, administrators, and practices eliminate friction for patients while getting paid efficiently. athenahealth partners with practices with purpose-built software backed by expertise to produce the insights needed to drive better clinical and financial outcomes. We’re inspired by our vision to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all. For more information, please visit www.athenahealth.com
Why Work With Us
We are here to make an impact on the healthcare industry at scale. We enable our diverse teams to move fast, grapple with interesting technical challenges, and innovate at every level. We are on a modernization journey and build on the hybrid cloud. We deliver best-in-class solutions to help every patient receive the best possible care.
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