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 adopt technology that strengthens their operations and patient experience. In this role, you will lead the full sales cycle for independent practices with 1–17 providers, guiding prospective clients through how athenahealth’s solutions can support their growth. This role is based remotely with regular travel to your assigned territory. This role reports to the Territory Sales Manager.
About the Team
The Independent Medical Group Sales team expands athenahealth’s presence in a key growth segment by helping emerging and established practices adopt our core solutions. The team partners closely with marketing, product, and customer success to deliver a coordinated and informed sales experience. They use virtual selling tools, data insights, and cross-functional collaboration to support practices nationwide. The team values shared learning, open communication, and a supportive environment that helps each member succeed.
Essential Job Responsibilities
Own and manage a full-cycle sales process, including creative lead generation, discovery, solution demonstrations, negotiations, and closing
Build, manage, and maintain a robust sales pipeline by leveraging internal resources to develop a strong nurture/prospecting strategy and deepen prospect relationships
Drive comprehensive coverage of an assigned geographic territory through effective planning and management in partnership with inside sales resources
Engage and advise prospective medical practices on how athenahealth's solutions can support growth, efficiency, and patient care
Deliver compelling virtual and in-person product demonstrations tailored to the unique needs of early-stage and growing practices
Stay ahead of healthcare industry trends and competitive insights to position athenahealth as a trusted growth partner
Integrate AI-enabled tools into sales planning, prospect research, and pipeline management to improve efficiency and identify new opportunities.
Travel required approximately 3 times per quarter to support territory engagement and pipeline momentum.
Additional Job Responsibilities
Represent athenahealth at industry events, conferences, and networking opportunities to generate new leads
Collaborate with cross-functional partners to continuously improve sales strategies and customer experience
Participate in ongoing sales training and professional development to sharpen skills and drive performance
Engage with clients, partners, and affiliate organizations to drive prospect referrals
Expected Education & Experience
Required Qualifications
Bachelor's degree
2+ years of sales experience in a corporate or client-facing environment (including inside or virtual sales)
Demonstrated track record of meeting and exceeding quotas
Strong presentation, communication, and relationship-building skills
Experience using CRM tools; Salesforce preferred
Demonstrated ability to influence prospective buyers, have situational adaptability in the sales process, and continually develop business insights to support our growing business
Preferred Qualifications
Experience selling SaaS or technology solutions
Familiarity with healthcare and medical practices
Expected Compensation
$55,000 - $93,000
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
https://www.athenahealth.com/careers/equal-opportunity
Top Skills
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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