Sales Development Representative

Sales Development Representative

This role offers an exciting opportunity to engage prospective healthcare organizations and introduce them to athenahealth's solutions. As a Sales Development Representative, you will generate qualified opportunities that support the growth of our sales pipeline across multiple market segments. This hybrid position is based in Boston, MA; Austin, TX; or Atlanta, GA, with a minimum of three days per week in the office. This role reports to the Sales Development Manager.

The Sales Development organization partners closely with Sales Executives across Independent Medical Groups, Community Hospitals, and National Health Systems. The team's mission is to identify and engage prospective clients, create qualified opportunities, and support long-term pipeline growth. Team members collaborate with Sales, Marketing, and Operations while using tools such as Salesforce and sales engagement platforms. The team is committed to fostering an inclusive, equitable environment where all members can grow their careers.

Essential Job Responsibilities

• Engage prospective clients through phone, email, and online outreach to introduce athenahealth's solutions.
• Develop effective outreach strategies by collaborating with Sales Executives, Marketing, and other internal partners.
• Assess the effectiveness of outreach approaches and adjust strategies based on insights and feedback.
• Establish initial relationships with prospects to understand needs, qualify opportunities, and transition them to Sales Executives.
• Maintain accurate records of activities, interactions, and opportunity details in Salesforce.
• Apply strong communication skills to clearly convey value propositions and address prospect questions.
• Manage time and priorities to meet outreach goals and pipeline targets.
• Use AI-enabled tools to enhance research, personalize outreach, and improve productivity while learning new AI capabilities as they emerge.
• Participate in team meetings, training sessions, and skill-building activities to support continuous development.
• Represent athenahealth with professionalism in all interactions, both in person and virtually.

Additional Job Responsibilities

• Contribute to special projects that support sales operations or process improvements.
• Collaborate with peers to share insights, refine messaging, and strengthen team performance.
• Support event-related outreach or follow-up activities as needed.
• Assist in testing new tools, templates, or workflows that improve team efficiency.
• Provide feedback to leadership on prospect trends or common barriers.
• Participate in optional development programs, such as presentation workshops or peer coaching.
• Help onboard new team members by sharing best practices when requested.

Expected Education & Experience

• Bachelor's degree or equivalent professional experience.
• 13 years of professional experience, preferably in sales or a related field.
• 13 years of outbound prospecting or cold-calling experience.
• Working knowledge of Salesforce or similar CRM systems.
• Strong communication skills, both written and verbal.
• Ability to build rapport with prospects and understand their needs.
• Strong critical thinking and problem-solving abilities.
• Solid business acumen and ability to articulate value clearly.
• Strong organizational and time-management skills.

Expected Compensation

$48,000 - $82,000

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.