Senior Sales Executive

Position Summary

Ready to accelerate the future of healthcare? As aSenior Sales Executivesupporting Independent Medical Groups,you’llplay a pivotal role in athenahealth’s growth—bringing innovative healthcare technology to independent practices with 1–17 providers. In this senior role,you’llguide physician practices through modernization, champion strategic opportunities, and influence outcomes that directly shape our success in one of our most critical market segments.

You’llown complex sales cycles, cultivate highvalue relationships with physicians and practice leaders, anddemonstratehow athenahealth empowers medical practices to thrive from day one. With a proven history of sales success,you’llalso serve as a collaborative leader within the team—modeling inclusive partnership, mentoring peers, and building trust through consistent, reliable execution. This role reports to the Territory Sales Manager.

About the Team

The Independent Medical Group Sales team is a fastmoving;highgrowth organization focused on expanding athenahealth’s footprint in a strategically essential market.You’lljoin a group of Sales Executives aligned to geographic territories and supported by marketing, product, and customer success partners. Through virtual selling tools, datadriven insights, and a collaborative team culture, we helppracticeslaunch, scale, and succeed.As a senior member of the team, your leadership, experience, and inclusive approachwill help elevate team performance and strengthen our long-term impact on healthcare.

Essential Job Responsibilities

• Own and manage a fullcycle, 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 salespartners

• Engage, advise, and influence prospective medical practices on how athenahealth’s solutions support growth, efficiency, and patient care

• Deliver compelling virtual and inperson product demonstrations&ROI’stailored to the unique needs of earlystage and growing practices

• Build, manage, andmaintaina robust, highquality pipeline using datadriven insights and crossfunctional 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—solicitinginput, acknowledging contributions, and supporting teammates when needed

• Demonstrate leadership through consistent followthrough, transparent communication, and reliability that builds trust across teams and with clients

Additional Job Responsibilities

• Represent athenahealth at industry events, conferences, and networking opportunities to generate new leads and strengthen brand presence

• Partner with crossfunctional teams to refine sales strategies, improve customer experience, and share market insights

• Mentor and support lesstenured Sales Executivesand 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 least3 years infullcycle, quotacarrying roles

• Demonstrated history of meeting and exceeding sales targets in a corporate or clientfacing environment

• Strong presentation, communication, and relationshipbuilding 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 teamlevel initiatives

• Track recordof success in highgrowth or rapidly evolving environments

Expected Compensation 

$70,000 - $120,000