Join us as we work to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all.
Position Summary
Ready to accelerate the future of healthcare? As aSenior Sales Executivesupporting Independent Medical Groups,youâllplay a pivotal role in athenahealthâs growthâbringing innovative healthcare technology to independent practices with 1â17 providers. In this senior role,youâllguide physician practices through modernization, champion strategic opportunities, and influence outcomes that directly shape our success in one of our most critical market segments.
Youâllown 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,youâllalso serve as a collaborative leader within the teamâmodeling 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 athenahealthâs footprint in a strategically essential market.Youâlljoin 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 athenahealthâs solutions support growth, efficiency, and patient care
Deliver compelling virtual and inperson product demonstrations&ROIâstailored 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 collaborationâsolicitinginput, 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
Bachelorâs 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 CompensationÂ
$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 f
athenahealth