Ready to accelerate the future of healthcare? As a Senior Sales Executive supporting Independent Medical Groups, you’ll play a pivotal role in athenahealth’s growth—bringing innovative healthcare technology to independent practices with 1–17 providers. In this senior role, you’ll guide physician practices through modernization, champion strategic opportunities, and influence outcomes that directly shape our success in one of our most critical market segments.

You’ll own complex sales cycles, cultivate high value relationships with physicians and practice leaders, and demonstrate how athenahealth empowers medical practices to thrive from day one. With a proven history of sales success, you’ll also serve as a collaborative leader within the team—modeling inclusive partnership, mentoring peers, and building trust through consistent, reliable execution. This role reports to the Territory Sales Manager.

About the Team

The Independent Medical Group Sales team is a fast moving; high growth organization focused on expanding athenahealth’s footprint in a strategically essential market. You’ll join a group of Sales Executives aligned to geographic territories and supported by marketing, product, and customer success partners. Through virtual selling tools, data driven insights, and a collaborative team culture, we help practices launch, scale, and succeed. As a senior member of the team, your leadership, experience, and inclusive approach will help elevate team performance and strengthen our long-term impact on healthcare.

Essential Job Responsibilities

Own and manage a full cycle, consultative sales process, including advanced lead generation, discovery, solution demonstrations, negotiations, and closing

Drive comprehensive coverage of an assigned geographic territory through strategic planning and partnership with inside sales partners

Engage, advise, and influence prospective medical practices on how athenahealth’s solutions support growth, efficiency, and patient care

Deliver compelling virtual and in person product demonstrations & ROI’s tailored to the unique needs of early stage and growing practices

Build, manage, and maintain a robust, high quality pipeline using data driven insights and cross functional collaboration

Stay ahead of healthcare industry trends and competitive dynamics to position athenahealth as a trusted growth partner

Regular travel to your designated market to drive pipeline momentum (approximately 3x per quarter)

Serve as a role model for inclusive collaboration—soliciting input, acknowledging contributions, and supporting teammates when needed

Demonstrate leadership through consistent follow through, transparent communication, and reliability that builds trust across teams and with clients

Additional Job Responsibilities

Represent athenahealth at industry events, conferences, and networking opportunities to generate new leads and strengthen brand presence

Partner with cross functional teams to refine sales strategies, improve customer experience, and share market insights

Mentor and support less tenured Sales Executives and inside sales, contributing to a culture of shared success

Participate in ongoing sales training and professional development to sharpen skills and elevate team performance

Engage with clients, partners, and affiliate organizations to drive prospect referrals and expand market reach

Expected Education & Experience

Required Qualifications

Bachelor’s degree

5+ years of sales experience, including at least 3 years in full cycle, quota carrying roles

Demonstrated history of meeting and exceeding sales targets in a corporate or client facing environment

Strong presentation, communication, and relationship building skills

Experience using CRM tools; Salesforce preferred

Proven ability to influence prospective buyers, adapt to complex sales situations, and apply business insights to drive outcomes

Demonstrated leadership traits, including:

Inclusive collaboration and productive teamwork

Consistency between words and actions

Honesty, direct communication, and reliability in commitments

Preferred Qualifications

Experience selling SaaS or technology solutions

Background in healthcare or medical practice operations

Experience mentoring peers or contributing to team level initiatives

Track record of success in high growth or rapidly evolving environments

Expected Compensation

$70,000 - $120,000

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.