Sales Executive, Manager

SMALL GROUP SALES MANAGER 

Position Summary: 

Drive growth in our vital small practice market by leading a team of Sales Executives in the West Region. You'll develop strategies to connect physician practices with 1-5 doctors to athenahealth's solutions, mentor your team to excellence, and deliver measurable business impact. This role combines sales leadership with strategic thinking to expand our presence in a segment crucial to our company's growth. Your expertise will help both your team and athenahealth succeed in this competitive landscape. This role reports directly to the Sales Executive Director. 

About the Team: 

The Small Group Sales team is dedicated to bringing athenahealth's innovative solutions to medical practices with 1-5 physicians, a vital and expansive market segment for our company's growth strategy. Our team partners closely with Marketing, Onboarding, and Customer Success to deliver a seamless experience for prospects and new clients.  

Essential Job Responsibilities: 

• Lead and develop a team of Sales Executives to consistently meet or exceed revenue targets in the small group market segment 

• Develop effective sales strategies for individual opportunities and coach team members on execution to drive closures 

• Maintain accurate sales pipeline forecasting on monthly and quarterly basis to ensure predictable revenue streams 

• Participate directly in strategic sales opportunities, providing hands-on support to Sales Executives during critical client interactions 

• Collaborate with cross-functional teams to ensure seamless handoffs from sales to implementation 

• Develop and execute territory coverage plans that maximize market penetration while optimizing team resources 

• Travel required 25% annually to support field sales activities and team development 

Additional Job Responsibilities: 

• Support efforts with channel partnerships and VARs to generate leads and close business 

• Monitor and ensure the submission of high-quality sales proposals 

• Contribute to the development of sales and business plans for the Small Group segment 

• Participate in the management of the small group expense budget 

• Represent the Small Group Sales team in cross-departmental initiatives 

• Provide input on product development based on market feedback and competitive intelligence 

Expected Education & Experience: 

• Bachelor's degree required 

• 5+ years of proven sales experience with a track record of consistently meeting or exceeding targets 

• 2+ years of sales management experience leading teams to successful outcomes 

• Demonstrated understanding of healthcare technology, medical practice operations, or related industry experience 

• Experience with CRM systems, preferably Salesforce 

• Proficiency with Microsoft Office applications including Outlook, Word, Excel, and PowerPoint 

• Preferred: Experience selling SaaS solutions to healthcare organizations 

About athenahealth

Here’s our vision: To create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all.  

What’s unique about our locations? 
From an historic, 19th century arsenal to a converted, landmark power plant, all of athenahealth’s offices were carefully chosen to represent our innovative spirit and promote the most positive and productive work environment for our teams. Our 10 offices across the United States and India — plus numerous remote employees — all work to modernize the healthcare experience, together. 
 
Our company culture might be our best feature. 
We don't take ourselves too seriously. But our work? That’s another story. athenahealth develops and implements products and services that support US healthcare: It’s our chance to create healthier futures for ourselves, for our family and friends, for everyone.  

Our vibrant and talented employees — or athenistas, as we call ourselves — spark the innovation and passion needed to accomplish our goal. We continue to expand our workforce with amazing people who bring diverse backgrounds, experiences, and perspectives at every level, and foster an environment where every athenista feels comfortable bringing their best selves to work. 

Our size makes a difference, too: We are small enough that your individual contributions will stand out — but large enough to grow your career with our resources and established business stability. 
 
Giving back is integral to our culture. Our athenaGives platform strives to support food security, expand access to high-quality healthcare for all, and support STEM education to develop providers and technologists who will provide access to high-quality healthcare for all in the future. As part of the evolution of athenahealth’s Corporate Social Responsibility (CSR) program, we’ve selected nonprofit partners that align with our purpose and let us foster long-term partnerships for charitable giving, employee volunteerism, insight sharing, collaboration, and cross-team engagement.   

What can we 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.  

In addition to our traditional benefits and perks, we sponsor events throughout the year, including book clubs, external speakers, and hackathons. And 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.  

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. 

athenahealth is committed to a policy of equal employment opportunity—that’s why we recruit and hire applicants without regard to race, color, religion, sex (including pregnancy), national origin, disability, age, sexual orientation, veteran status, genetic information, gender identity, gender expression, or any other factor prohibited by law. We’re happy to provide a reasonable accommodation, for those with a disability, to complete any part of the application process. If you are unable to access or use this online application process and need an alternative method for applying, please contact us at [email protected] for assistance.