Join us as we work to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all.
JOB TITLE: SALES ACTIVATION & ENABLEMENT ASSOCIATE
Position Summary:
The Sales Activation & Enablement Associate is responsible for supporting and optimizing outbound sales outreach strategy for the Group Segment Marketing team, serving as a key partner to both Group Marketing and Sales Development stakeholders. This individual will develop audience-specific outbound messaging, SDR enablement materials, and activation strategies designed to improve prospect engagement, meeting conversion, and downstream pipeline performance across the Group business.
This role requires a highly collaborative, analytical, and creative marketer who is passionate about messaging strategy, experimentation, and performance optimization. The ideal candidate is an exceptional communicator who enjoys partnering cross-functionally, leveraging data to inform decisions, and testing innovative approaches — including AI-driven solutions — to enhance personalization, scalability, and engagement. Success in this role will be measured by the ability to improve key funnel conversion metrics, including account-to-meeting rates, meeting-to-gross add rates, and prospect engagement metrics such as clicks, positive replies, and meetings booked.
About the Team:
The Group Segment Marketing Team owns the Group go-to-market strategy for healthcare organizations between 6-275 MDs, working in close alignment with our Sales stakeholders and Marketing partners to help grow Group pipeline and bookings. We support the new and existing logo Group business through at-scale, 1:few, and 1:1 tactics informed by our strategy to grow the business across our key audiences, by leveraging tactics like web and paid media, lead generation partnerships, outbound activations, industry and proprietary events, sales outreach & enablement, active pipeline deal support, and customer growth marketing.
Essential Job Responsibilities:
- Draft SDR outreach content — including emails, call scripts, LinkedIn messaging, and related enablement materials — for each new logo, audience-specific outbound activation deployed by the Group Marketing team
- Develop compelling sales development messaging strategies tailored to key Group buyer personas, audience sub-segments, specialties, and current vendor landscapes
- Determine the right messaging and content approaches to maximize prospect engagement, increase positive reply rates, and drive meetings booked
- Conduct A/B testing across messaging, cadence structure, timing, and personalization strategies to continuously optimize outreach performance and conversion outcomes
- Innovate with AI-driven tools and workflows to improve SDR outreach efficiency, personalization, scalability, and testing capabilities
- Monitor and analyze the performance of Marketing-prescribed SDR outreach, including engagement metrics, meeting conversion rates, downstream funnel impact, and audience-specific trends
- Work closely with Group Marketing leadership the Group Segment Strategist to provide data-driven recommendations to optimize outbound activation performance and improve account-to-meeting and meeting-to-gross add conversion rates, including recommendations related to tactic mix, messaging and content strategy, structure and frequency, and personalization approaches
Additional Job Responsibilities:
- Act as a key liaison between Group Marketing and SDR leadership teams to ensure alignment on marketing messaging and tactics, prospect trends, business priorities, and prospecting strategies
- Lead a recurring weekly meeting with SDR leadership focused on activation readiness, messaging feedback, outreach performance, and enablement opportunities
- Gather and synthesize feedback from SDR leaders and individual SDRs, including the SDR Marketing Committee, to continuously improve messaging resonance, SDR adoption, and activation effectiveness
- Partner with the Email Marketing team and the Group Upper Funnel Programs Manager to ideate, develop and execute nurture streams for key Group audiences
- Support nurture strategy development by helping identify effective content, sequencing, messaging, and engagement opportunities designed to increase buyer engagement and conversion
- Collaborate cross-functionally to ensure nurture content aligns with broader Group Segment marketing priorities and messaging strategies, utilizing performance metrics to enhance and pivot strategies where warranted
- Work closely with Group Marketing leadership to support execution of proprietary events for engaged Group prospects and customers, including development of recruitment materials, coordination of attendee research, and post-event impact reporting
- Own the creation of the Group Marketing bi-weekly newsletter, collaborating across the Segment Marketing team and other partners to provide input
- Support broader Group Marketing operational needs as required to ensure strong cross-functional coordination and communication
Expected Education and Experience:
- 2+ years of experience in Marketing, Sales Enablement, SDR Operations, Campaign Strategy, or related B2B growth-focused roles
- Bachelor's degree in marketing or similar focus
- Strong writing and messaging development skills, with the ability to tailor communications to different buyer personas and audiences, with an enthusiasm for leveraging AI and emerging technologies to improve marketing and sales workflows
- Analytical mindset with experience conducting A/B testing and evaluating campaign, outreach, and engagement performance data and translating insights into recommendations
- Experience partnering cross-functionally with sales and marketing teams across various levels of leadership
- Familiarity with outbound sales motions, SDR workflows, prospecting strategies, and sales engagement best practices
- An accountable, detail-oriented self-starter with the ability to manage multiple initiatives simultaneously while working independently and flexibly in a sales-paced environment
- Excellent communication, collaboration, and interpersonal skills
- Candidates for this position must be able to work east coast hours
Expected Compensation
$54,000 - $92,000The 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
Skills Required
- 2+ years of experience in Marketing, Sales Enablement, SDR Operations, Campaign Strategy, or related B2B growth-focused roles
- Bachelor's degree in marketing or similar focus
- Strong writing and messaging development skills
- Analytical mindset with experience conducting A/B testing
- Experience partnering cross-functionally with sales and marketing teams
- Familiarity with outbound sales motions and SDR workflows
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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