Senior Sales Executive

Overview

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

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

You’ll own complex sales cycles, cultivate high value relationships with physicians and practice leaders, and demonstrate how athenahealth empowers medical practices to thrive from day one. With a proven history of sales success, you’ll also 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.

The Independent Medical Group Sales team is a fast moving; high growth organization focused on expanding athenahealth’s footprint in a strategically essential market. You’ll join a group of Sales Executives aligned to geographic territories and supported by marketing, product, and customer success partners. Through virtual selling tools, data driven insights, and a collaborative team culture, we help practices launch, scale, and succeed.

As a senior member of the team, your leadership, experience, and inclusive approach will help elevate team performance and strengthen our long-term impact on healthcare.

• 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

• 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

• 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…