Sales Executive

Sales Executive, Independent Medical Groups

Make a meaningful impact on the future of healthcare by helping independent medical practices adopt technology that strengthens their operations and patient experience. In this role, you will lead the full sales cycle for independent practices with 1–17 providers, guiding prospective clients through how athenahealth's solutions can support their growth. This role is based remotely with regular travel to your assigned territory. This role reports to the Territory Sales Manager.

The Independent Medical Group Sales team expands athenahealth's presence in a key growth segment by helping emerging and established practices adopt our core solutions. The team partners closely with marketing, product, and customer success to deliver a coordinated and informed sales experience. They use virtual selling tools, data insights, and cross-functional collaboration to support practices nationwide. The team values shared learning, open communication, and a supportive environment that helps each member succeed.

Essential Job Responsibilities

• Own and manage a full-cycle sales process, including creative lead generation, discovery, solution demonstrations, negotiations, and closing
• Build, manage, and maintain a robust sales pipeline by leveraging internal resources to develop a strong nurture/prospecting strategy and deepen prospect relationships
• Drive comprehensive coverage of an assigned geographic territory through effective planning and management in partnership with inside sales resources
• Engage and advise prospective medical practices on how athenahealth's solutions can support growth, efficiency, and patient care
• Deliver compelling virtual and in-person product demonstrations tailored to the unique needs of early-stage and growing practices
• Stay ahead of healthcare industry trends and competitive insights to position athenahealth as a trusted growth partner
• Integrate AI-enabled tools into sales planning, prospect research, and pipeline management to improve efficiency and identify new opportunities.
• Travel required approximately 3 times per quarter to support territory engagement and pipeline momentum.

Additional Job Responsibilities

• Represent athenahealth at industry events, conferences, and networking opportunities to generate new leads
• Collaborate with cross-functional partners to continuously improve sales strategies and customer experience
• Participate in ongoing sales training and professional development to sharpen skills and drive performance
• Engage with clients, partners, and affiliate organizations to drive prospect referrals

Expected Education & Experience

• Bachelor's degree
• 2+ years of sales experience in a corporate or client-facing environment (including inside or virtual sales)
• Demonstrated track record of meeting and exceeding quotas
• Strong presentation, communication, and relationship-building skills
• Experience using CRM tools; Salesforce preferred
• Demonstrated ability to influence prospective buyers, have situational adaptability in the sales process, and continually develop business insights to support our growing business
• Experience selling SaaS or technology solutions
• Familiarity with healthcare and medical practices

#LI-Remote

Expected Compensation

$70,000 - $120,000

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.