Account Executive

Account Executive, Small Group Sales (Existing Clients)

This role accelerates growth within athenahealth's existing Small Group (1–5 MD) client segment by expanding adoption of new products and services. The Account Executive drives revenue by identifying opportunities, engaging decision makers, and guiding clients through purchasing decisions that strengthen their operational and financial performance. This is a remote role with regular collaboration across internal teams. This position reports to the Account Executive, Manager.

Essential Job Responsibilities

• Drive new revenue from existing clients by identifying, qualifying, and closing opportunities for additional products and services.
• Manage a full sales cycle including prospecting, discovery, presentations, value articulation, proposal development, and negotiation.
• Maintain a healthy pipeline at 2x quota and consistently meet or exceed assigned revenue targets.
• Conduct discovery conversations to understand client challenges related to billing, coding, denials, days in A/R, collection rates, patient payments, and payer performance.
• Position athenahealth's Extended Revenue Cycle Management services and other offerings to address client needs and improve outcomes.
• Build strong relationships with practice administrators, physician owners, and billing leaders to support decision-making and address concerns.
• Understand client contractual structures and support rate negotiations associated with organizational growth or expansion.
• Maintain accurate and timely pipeline reporting, forecasts, and CRM documentation.
• Rapidly learn and effectively position newly launched products and services.
• Integrate AI-enabled tools into daily sales activities to improve prospecting, discovery preparation, proposal quality, and pipeline management; evaluate emerging AI capabilities and share insights to strengthen team workflows.
• Travel required up to 25% annually.

Additional Job Responsibilities

• Collaborate with Customer Success Managers to identify expansion opportunities and coordinate client engagement strategies.
• Support cross-functional initiatives that enhance sales processes, messaging, or client experience.
• Participate in training, enablement sessions, and product updates to maintain strong solution fluency.
• Contribute feedback to product and marketing teams based on client needs and market trends.
• Assist with internal projects that improve operational efficiency or sales effectiveness.

Expected Education & Experience

• Bachelor's degree or equivalent professional experience.
• 5+ years of full-cycle sales experience in healthcare or healthcare IT, with a record of meeting or exceeding quota.
• Experience selling into existing accounts and identifying expansion opportunities.
• Strong ability to discuss end-to-end Revenue Cycle Management in ambulatory settings.
• Proficiency with CRM and sales tools such as Salesforce, Excel (financial modeling), PowerPoint, Outreach, LinkedIn, and conversational intelligence platforms.
• Strong communication, negotiation, and relationship-building skills across multiple stakeholder levels.
• Ability to manage a high-volume pipeline with efficiency and maintain an average sales cycle of less than 14 days.

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 from focusing entirely on their patients — powered by our vision to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all.

Our company culture: Our talented employees — or athenistas, as we call ourselves — spark the innovation and passion needed to accomplish our vision. We are a diverse group of dreamers and do-ers with unique knowledge, expertise, backgrounds, and perspectives. We unite as mission-driven problem-solvers with a deep desire to achieve our vision and make our time here count. Our award-winning culture is built around shared values of inclusiveness, accountability, and support.

Our DEI commitment: Our vision of accessible, high-quality, and sustainable healthcare for all requires addressing the inequities that stand in the way. That's one reason we prioritize diversity, equity, and inclusion in every aspect of our business, from attracting and sustaining a diverse workforce to maintaining an inclusive environment for athenistas, our partners, customers and the communities where we work and serve.

What we can do for you:

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.