Enterprise Sales Development Representative

Upmarket Sales Development Representative

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

The Upmarket Sales Development Representative (SDR) plays a critical role in generating and advancing sales opportunities across athenahealth's strategic Upmarket Sales organization. This position partners closely with Sales Executives to engage prospective healthcare organizations, build relationships with key stakeholders, and support the progression of opportunities through the sales pipeline.

SDRs engage healthcare organizations ranging from growing and established multi-site medical groups to complex health systems and enterprise organizations as they evaluate solutions to improve clinical, financial and operational performance. Success in this role requires strong research, communication, and problem-solving skills, along with the ability to understand customer priorities and effectively communicate how athenahealth's solutions can help address their business needs.

This role is ideal for individuals who enjoy consultative prospecting, strategic account engagement, and collaborating across teams to drive business growth within a dynamic healthcare technology environment.

This role is hybrid, working a minimum of three days per week from one of our offices in Atlanta, GA, Austin, TX, or Boston, MA.

Our Upmarket Sales organization partners with healthcare groups and enterprises of varying sizes and complexity as they evaluate and adopt athenahealth's solutions. The team collaborates closely with Sales, Marketing, Sales Operations, and other cross-functional partners to identify opportunities, engage prospective customers, and support long-term growth.

SDRs serve as a critical bridge between marketing engagement and sales execution, leveraging CRM technology, market intelligence, and strategic outreach to connect with healthcare leaders and generate qualified sales opportunities. SDRs are aligned to sales teams supporting a range of customer segments and work closely with Sales Executives to develop territory strategies, engage key stakeholders, and build pipelines within their assigned markets.

Essential Job Responsibilities:

• Engage prospective customers through phone, email, virtual meetings, and in-person interactions to communicate the value of athenahealth solutions.
• Research healthcare organizations, industry trends, and market dynamics to identify and prioritize business opportunities.
• Develop and execute territory outreach plans to increase engagement within assigned accounts and markets.
• Collaborate with Enterprise Sales Executives to support prospecting strategies and opportunity development.
• Leverage marketing programs, events, webinars, and other engagement channels to connect with prospective customers.
• Create and implement outreach approaches that generate interest and support pipeline growth.
• Qualify opportunities and maintain high standards for lead quality before advancing them through the sales process.
• Build and maintain relationships with prospective customers to support long-term pipeline development.
• Share customer and market insights with sales partners to inform account strategies.
• Use AI-enabled tools to streamline prospect research, personalize outreach, organize customer information, and improve productivity while learning and adopting new technologies that enhance sales effectiveness.

Additional Job Responsibilities:

• Maintain accurate and timely records of prospect interactions and opportunity activity within Salesforce.
• Utilize internal and external resources to identify and generate new prospective customer leads.
• Attend industry conferences, networking events, and customer engagement activities as needed.
• Support ongoing sales process improvement initiatives and best practice sharing.
• Participate in training and professional development opportunities.
• Partner with cross-functional teams to support enterprise sales objectives.
• Maintain awareness of healthcare industry developments and competitive market activity.

Expected Education & Experience:

• Bachelor's degree required.
• Two or more years of sales, business development, or related customer-facing experience required.
• Experience using Salesforce or a similar customer relationship management (CRM) platform.
• Ability to analyze information, evaluate opportunities, and apply sound business judgment.
• Strong written, verbal, and presentation communication skills.
• Ability to communicate professionally with stakeholders at various organizational levels.
• Understanding of sales methodologies and the stages of a sales cycle.
• Strong organizational skills with the ability to manage multiple priorities and deadlines.
• Proficiency with Microsoft Office applications, including Outlook, Word, Excel, and PowerPoint.

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.