Sales Development, Senior Manager

Join us as we work to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all.

This role offers an exciting opportunity to lead and develop a high-performing Sales Development team in a hybrid work environment based in Atlanta, GA;
Austin, TX; or Boston, MA. The Senior Manager will drive strategic initiatives to accelerate pipeline growth and revenue by coaching and empowering Senior Sales Development Representatives (SDRs). This position reports directly to the Executive Director of Inside Sales.

This is a newly-formed team focused on scaling athenahealth’s sales development capabilities. As Senior Manager, you will lead Senior SDRs who are preparing to transition into closing roles. You will partner closely with sales leadership at the territory level to build momentum in proven growth areas. Your leadership will guide SDRs to identify market trends, develop and execute strategic territory outreach plans, and build strong prospect relationships.

The team will learn to operate with ownership, collaborating with stakeholders, and consistently generating a reliable sales pipeline that supports business growth.

• Coach and develop Senior Sales Development Representatives to enhance their skills and prepare them for closing roles.
• Analyze data to uncover trends, identify opportunities, and optimize sales development strategies.
• Collaborate with sales leadership and stakeholders to align territory plans with business objectives.
• Manage performance metrics and implement performance management processes to drive accountability and results.
• Lead operational execution, including rollout and adoption of new tools and technologies within the team.
• Test, iterate, and refine outreach approaches to maximize effectiveness and efficiency.
• Monitor and optimize SDR activities to maximize contribution to bookings and revenue growth, ensuring alignment with overall sales targets.
• Drive accountability for SDR-sourced pipeline conversion by partnering with sales leadership to ensure seamless handoff and progression to closed business.

• Support cross-functional initiatives that enhance sales development capabilities.
• Participate in the evaluation and selection of sales enablement tools.
• Assist in the creation of training materials and resources for the SDR team.
• Contribute to workforce planning and talent development strategies.
• Facilitate communication and knowledge sharing across sales and marketing teams.
• Provide insights and feedback to leadership on market dynamics and competitive landscape.
• Engage in ad hoc projects to support broader sales organization goals.

• 3 to 8 years of relevant experience in sales development, sales management, or related roles.
• Demonstrated coaching and leadership skills with the ability to develop talent.
• Strong analytical skills with experience using data to drive decision making and uncover trends.
• Proven ability to manage stakeholder relationships effectively.
• Experience with performance management and operational execution.
• Comfort and aptitude for adopting and rolling out new tools and technologies.
• Mindset oriented toward testing, iteration, and continuous optimization.

Expected Compensation

$88,000 - $150,000

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.

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…