Group Sales Executive, Senior Manager

athenahealth

6d • $107,000 - $181,000 • Remote

About The Position

Join us as we work to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all. Role Summary Help healthcare organizations evaluate and adopt solutions that can improve both clinical and financial performance. This Remote-US role is responsible for selling athenahealth’s revenue cycle management and clinical solutions to physician groups and healthcare organizations within an assigned territory, with a focus on building a qualified pipeline, advancing complex opportunities, and achieving or exceeding annual quota. The Sales Executive, Senior Manager applies healthcare market knowledge, territory strategy, and value-based selling to guide prospects through a consultative buying process and deliver measurable return on investment. This position is based in Remote-US and operates as a remote role with travel as needed for client and prospect engagement. This role reports to the Sales Director. Team Summary The primary responsibility of the Sales Executive is to sell athenahealth’s revenue cycle management and clinical solutions to mid-sized physician groups (16–30 MDs) and healthcare organizations within an assigned geographic territory. The Sales Executive is accountable for meeting or exceeding the assigned quota for their territory by identifying opportunities, developing relationships with physician practices and healthcare leaders, and presenting athenahealth’s solutions in a way that connects client goals to operational and financial outcomes. This role manages a defined territory, develops a territory plan, and maintains coverage across target accounts and active opportunities. The Sales Executive uses a structured lead development approach to evaluate sourcing opportunities, generate qualified leads, and engage prospective clients based on their business needs. The role includes outreach, discovery, in-person and virtual demonstrations, proposal development, contract negotiation, and forecast management. Success in this position requires strong knowledge of the economics of medical practices, the ability to communicate ROI clearly, and experience managing complex sales cycles with senior decision-makers. The Sales Executive is expected to maintain an accurate pipeline, provide timely reporting, and exercise sound judgment in prioritizing opportunities and advancing deals. The ideal candidate will reside within or near the assigned territory to support customer engagement and regional market coverage. This position requires 60% travel.

Requirements

• Bachelor’s degree required; advanced degree preferred.
• Minimum of 5 years of experience selling practice management, revenue cycle, or EMR software/solutions to office-based doctors or physician organizations; or at least 5 years of experience consulting and selling solutions to medical practices or hospitals.
• Demonstrated success achieving annual sales quotas of $2 million or more.
• Demonstrated success with an average deal size of $500K or more.
• Solid mastery of the economics of medical practices and ROI delivery.
• Experience developing processes to obtain leads through comparison and evaluation of potential sourcing opportunities.
• Expertise in territory planning, management, and organization.
• Strong sales administration skills, including timely and accurate reporting and pipeline management.
• Experience in roles requiring discretion and independent judgment with respect to significant matters.
• Ability to travel 60% of the time.

Responsibilities

• Independently manage an assigned territory, including the Western US region
• Ensure the territory achieves or exceeds assigned quota
• Develop an integrated territory sales plan and maintain coverage across target accounts and active opportunities
• Identify prospective situations where athenahealth services can be sold
• Use leads developed through a structured lead generation process to contact potential clients, assess needs, and demonstrate how athenahealth products can address business and operational goals
• Secure meetings and presentations with physicians, physician groups, and healthcare organization stakeholders
• Present athenahealth solutions from beginning to end through in-person and virtual demonstrations using a consultative, solution-based sales approach
• Develop and submit proposals tailored to the assessed needs of prospective clients
• Maintain an accurate, up-to-date sales pipeline and forecast
• Negotiate contracts and partner with internal stakeholders to support deal progression and closure
• Manage an assigned territory by prioritizing target accounts, maintaining consistent account coverage, and advancing opportunities through the sales process.
• Develop and execute an integrated territory plan that supports pipeline generation, opportunity progression, and quota attainment.
• Identify and qualify prospective client opportunities through sourcing analysis, lead development, and outreach to physician groups and healthcare organizations.
• Conduct discovery conversations, solution demonstrations, and value-based presentations that align athenahealth offerings to client operational, clinical, and financial needs.
• Prepare tailored proposals, maintain accurate pipeline and forecast data, and provide timely, accurate sales reporting.
• Negotiate contract terms and coordinate with internal partners to move opportunities through approval and close processes.
• Travel up to 60% annually to support in-person client meetings, demonstrations, and territory engagement.
• Collaborate with Client Solutions Group, marketing, sales operations, and cross-functional partners to evaluate and improve sourcing channels and lead generation processes.
• Monitor healthcare market trends, territory conditions, and competitor activity to refine account strategy and opportunity prioritization.
• Support internal planning discussions by contributing territory insights, forecast updates, and market feedback.
• Participate in sales enablement, training, and process improvement efforts to strengthen execution consistency across the team.
• Document customer interactions, opportunity milestones, and next steps in CRM systems in accordance with sales administration standards.
• Partner with implementation, customer success, and contracting teams to support a coordinated transition from sale to onboarding when needed.
• Contribute feedback on proposal content, messaging, and sales tools to improve future selling effectiveness.

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 1,001-5,000 employees