Join us as we work to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all.
The Existing Logo SDR is responsible for driving revenue growth within our existing customer base. This role involves a blended approach of inbound lead qualification and outbound prospecting to identify new opportunities, expand our footprint within key accounts, and support the broader sales team's strategic initiatives.
Key Responsibilities
Inbound Lead Management (75% of meetings)
CSM-Generated Leads: Proactively engage with leads and opportunities handed off by the Customer Success team, focusing on upsell, cross-sell, and expansion opportunities.
Web and Email Channels: Qualify and respond to inbound inquiries from existing clients originating from our website and email campaigns.
Lead Nurturing/ All other Marketing Channels: Nurture inbound leads that are not yet ready for a sales conversation, maintaining consistent communication until they become a viable opportunity.
Outbound Prospecting (25% of meetings)
Strategic Accounts: Conduct targeted outbound campaigns to key accounts, building relationships with new stakeholders and identifying additional business units or departments that could benefit from our solutions.
Open Sockets: Identify and pursue "open sockets" or which ERCM products they do not currently have.
In-Market Trips: Support AE-led in-market trips by prospecting into target accounts within the same geographic area to secure meetings and create a full schedule.
Required Skills & Qualifications
Strong organizational skills – Comfortable multitasking in an Inbound/Outbound hybrid role.
Client-facing interest – A potential interest in working with clients and a passion for a relationship-based selling approach.
Strategic and analytical mindset – Someone who’s motivated by using data to prospect and enjoys a more thoughtful, research-driven process (on average, about 6 research steps per client before a call).
Research-oriented – Appreciates the value of leveraging what we know about existing clients, rather than using a "spray and pray" style of outreach.
Flexibility – Comfortable with change, as our EL space is constantly evolving and bringing new products to market.
This is a hybrid role, working a minimum of three days per week from one of our offices in Atlanta, GA, Austin, TX, or Boston, MA.
Expected Compensation
$48,000 - $82,000The 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
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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