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 modernize and grow. As a Senior Sales Executive supporting Independent Medical Groups, you will lead complex sales cycles, guide prospective clients through strategic decision‑making, and influence outcomes in one of athenahealth’s most critical market segments. This role is based remotely with regular travel to your assigned territory. This position reports to the Territory Sales Manager.
About the Team
The Independent Medical Group Sales team expands athenahealth’s presence among practices with 1–17 providers by helping them adopt technology that strengthens clinical, financial, and operational performance. The team partners closely with marketing, product, and customer success to deliver a cohesive experience for prospects and clients. Using virtual selling tools, data‑driven insights, and cross‑functional collaboration, the team supports practices from initial engagement through long‑term success. As a senior member, you will contribute experience and perspective that elevate team performance and support our broader mission.
Essential Job Responsibilities
Own and manage a full cycle, consultative sales process, including advanced lead generation, discovery, solution demonstrations, negotiations, and closing
Drive comprehensive coverage of an assigned geographic territory through strategic planning and partnership with inside sales partners
Engage, advise, and influence prospective medical practices on how athenahealth’s solutions support growth, efficiency, and patient care
Deliver compelling virtual and in person product demonstrations & ROI’s tailored to the unique needs of early stage and growing practices
Build, manage, and maintain a robust, high quality pipeline using data driven insights and cross functional collaboration
Stay ahead of healthcare industry trends and competitive dynamics to position athenahealth as a trusted growth partner
Regular travel to your designated market to drive pipeline momentum (approximately 3x per quarter)
Serve as a role model for inclusive collaboration—soliciting input, acknowledging contributions, and supporting teammates when needed
Demonstrate leadership through consistent follow through, transparent communication, and reliability that builds trust across teams and with clients
Integrate AI‑enabled tools into sales planning, prospect research, and pipeline management to improve efficiency and identify new opportunities; evaluate emerging AI capabilities and share insights that help the team adopt effective solutions.
Additional Job Responsibilities
Represent athenahealth at industry events, conferences, and networking opportunities to generate new leads and strengthen brand presence
Partner with cross functional teams to refine sales strategies, improve customer experience, and share market insights
Mentor and support less tenured Sales Executives and inside sales, contributing to a culture of shared success
Participate in ongoing sales training and professional development to sharpen skills and elevate team performance
Engage with clients, partners, and affiliate organizations to drive prospect referrals and expand market reach
Expected Education & Experience
Required Qualifications
Bachelor’s degree
5+ years of sales experience, including at least 3 years in full cycle, quota carrying roles
Demonstrated history of meeting and exceeding sales targets in a corporate or client facing environment
Strong presentation, communication, and relationship building skills
Experience using CRM tools; Salesforce preferred
Proven ability to influence prospective buyers, adapt to complex sales situations, and apply business insights to drive outcomes
Demonstrated leadership traits, including:
Inclusive collaboration and productive teamwork
Consistency between words and actions
Honesty, direct communication, and reliability in commitments
Preferred Qualifications
Experience selling SaaS or technology solutions
Background in healthcare or medical practice operations
Experience mentoring peers or contributing to team level initiatives
Track record of success in high growth or rapidly evolving environments
Expected Compensation
$70,000 - $120,000
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
Skills Required
- Bachelor's degree
- 5+ years of sales experience
- 3 years in full cycle, quota carrying roles
- History of meeting and exceeding sales targets
- Strong presentation, communication, and relationship building skills
- Experience using CRM tools; Salesforce preferred
- Proven ability to influence prospective buyers
- Demonstrated leadership traits
- Experience selling SaaS or technology solutions
- Background in healthcare or medical practice operations
- Experience mentoring peers or contributing to team level initiatives
- Success in high growth or rapidly evolving environments
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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