Account Executive, Small Group Sales
Join us as we work to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all. We are seeking a high-energy, consultative Account Executive to accelerate growth within our existing Small Group (15 MD) client base. This is a true farming role, focused on expanding revenue through strategic prospecting, opportunity identification, and closing new business across an assigned portfolio of existing clients within the Small Group Existing Logo segment. In this high-impact role, the Account Executive will own the full sales cyclefrom discovery through closewhile building trusted, long-term relationships with physicians and practice leadership. The ideal candidate operates as a strategic partner, leveraging deep healthcare expertise, strong client relationships, and commercial acumen to uncover growth opportunities and expand athenahealth's footprint within each practice. This role requires a proven seller who can translate complex clinical, operational, and financial challenges into clear, value-driven solutions. The Account Executive will position athenahealth's expanding and extended revenue cycle services to optimize both clinical performance and financial outcomes, increase wallet share, and deliver measurable value to clients. About the Team
The Small Group Account Executive team is a fast-moving, high-growth organization focused on service line expansion and wallet share. Account Executives are aligned to geographically defined markets and partner closely with Marketing, Product, and Customer Success to bring athenahealth's extended revenue cycle services to clients already live on athena's core platform. As a member of this team, you will gain early exposure to testing, launching, and scaling new services, building expertise in athenahealth's expanding portfolio ahead of other sales segments. The team culture is highly collaborative and supportiveyou'll receive regular coaching from your Territory Sales Manager, collaborate with peers on complex opportunities, and have direct access to product and customer success partners when needed. Using virtual selling tools, data-driven insights, and a team-based approach, this group helps practices launch, scale, and succeed. Wins are celebrated collectively, losses are treated as learning opportunities, and the work you do directly fuels athenahealth's growth and long-term impact on healthcare. Essential Job Responsibilities
65%
Driving Bookings from New Services within Existing Clients
Meet or exceed assigned New Services quota. Convert open sockets within the assigned book of business by upgrading existing clients to new services. Proactively generate pipeline through targeted prospecting leveraging internal resources (client performance data, CSM partnerships, and established client relationships). This is a hunter role within the existing client base, focused on securing meetings with economic and clinical decision makers. Maintain a minimum 2x quota pipeline. Lead with athena's Extended Revenue Cycle Management (RCM) services. Demonstrate deep fluency across RCM and conduct rigorous discovery to uncover operational and financial pain points, including billing, coding, denials, days in A/R, collection rates, patient responsibility, and payer performance. Partner with practice administrators, physician owners, and billing leaders to navigate buying decisions and overcome objections related to vendor change and service transitions. Own the end-to-end sales process, including prospecting, executive presentations, total cost of ownership analysis, follow-up, negotiation, and proposal delivery. Rapidly ramp on and effectively sell newly launched athenahealth products and services. Maintain accurate, timely pipeline reporting and forecasting. 35%
Driving Bookings from Client Growth Events
Meet or exceed assigned growth-related quota. Build and sustain strong relationships with key client decision makers. Consistently articulate and defend athena's value proposition and total cost of ownership, leveraging growth events as catalysts to expand adoption of additional, non-departmental services. Engage clients in forward-looking conversations related to practice growth, including new locations, new specialties, and Tax ID expansions. Demonstrate fluency in Management Services Organization (MSO) structures. Understand client contractual frameworks and negotiate pricing and terms associated with expansion. Travel Requirements
Regular travel within the assigned market to support pipeline development, client engagement, and deal progression. Expected travel cadence of approximately 12 trips per quarter, aligned to business needs and growth opportunities. Skills & Qualifications
Strong executive presence with demonstrated business acumen. Proven ability to influence, negotiate, and manage complex buying processes. Exceptional discovery, storytelling, and objection-handling skills. Proficiency with Salesforce, Excel (financial modeling), PowerPoint (executive presentations), Gong/Chorus, Outreach, LinkedIn, and GPT-based tools. Ability to build and sustain strong internal and external relationships across multiple levels. Demonstrated ability to independently manage a high-velocity pipeline of 25+ opportunities, driving speed and precision through the sales cycle with an average cycle time of
Experience
5+ years of full-cycle healthcare or healthcare IT sales experience (existing-logo and/or new-logo). Deep expertise in end-to-end Revenue Cycle Management within ambulatory care settings. Experience carrying multimillion-dollar quotas with a consistent record of exceeding targets.
Join us as we work to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all. We are seeking a high-energy, consultative Account Executive to accelerate growth within our existing Small Group (15 MD) client base. This is a true farming role, focused on expanding revenue through strategic prospecting, opportunity identification, and closing new business across an assigned portfolio of existing clients within the Small Group Existing Logo segment. In this high-impact role, the Account Executive will own the full sales cyclefrom discovery through closewhile building trusted, long-term relationships with physicians and practice leadership. The ideal candidate operates as a strategic partner, leveraging deep healthcare expertise, strong client relationships, and commercial acumen to uncover growth opportunities and expand athenahealth's footprint within each practice. This role requires a proven seller who can translate complex clinical, operational, and financial challenges into clear, value-driven solutions. The Account Executive will position athenahealth's expanding and extended revenue cycle services to optimize both clinical performance and financial outcomes, increase wallet share, and deliver measurable value to clients. About the Team
The Small Group Account Executive team is a fast-moving, high-growth organization focused on service line expansion and wallet share. Account Executives are aligned to geographically defined markets and partner closely with Marketing, Product, and Customer Success to bring athenahealth's extended revenue cycle services to clients already live on athena's core platform. As a member of this team, you will gain early exposure to testing, launching, and scaling new services, building expertise in athenahealth's expanding portfolio ahead of other sales segments. The team culture is highly collaborative and supportiveyou'll receive regular coaching from your Territory Sales Manager, collaborate with peers on complex opportunities, and have direct access to product and customer success partners when needed. Using virtual selling tools, data-driven insights, and a team-based approach, this group helps practices launch, scale, and succeed. Wins are celebrated collectively, losses are treated as learning opportunities, and the work you do directly fuels athenahealth's growth and long-term impact on healthcare. Essential Job Responsibilities
65%
Driving Bookings from New Services within Existing Clients
Meet or exceed assigned New Services quota. Convert open sockets within the assigned book of business by upgrading existing clients to new services. Proactively generate pipeline through targeted prospecting leveraging internal resources (client performance data, CSM partnerships, and established client relationships). This is a hunter role within the existing client base, focused on securing meetings with economic and clinical decision makers. Maintain a minimum 2x quota pipeline. Lead with athena's Extended Revenue Cycle Management (RCM) services. Demonstrate deep fluency across RCM and conduct rigorous discovery to uncover operational and financial pain points, including billing, coding, denials, days in A/R, collection rates, patient responsibility, and payer performance. Partner with practice administrators, physician owners, and billing leaders to navigate buying decisions and overcome objections related to vendor change and service transitions. Own the end-to-end sales process, including prospecting, executive presentations, total cost of ownership analysis, follow-up, negotiation, and proposal delivery. Rapidly ramp on and effectively sell newly launched athenahealth products and services. Maintain accurate, timely pipeline reporting and forecasting. 35%
Driving Bookings from Client Growth Events
Meet or exceed assigned growth-related quota. Build and sustain strong relationships with key client decision makers. Consistently articulate and defend athena's value proposition and total cost of ownership, leveraging growth events as catalysts to expand adoption of additional, non-departmental services. Engage clients in forward-looking conversations related to practice growth, including new locations, new specialties, and Tax ID expansions. Demonstrate fluency in Management Services Organization (MSO) structures. Understand client contractual frameworks and negotiate pricing and terms associated with expansion. Travel Requirements
Regular travel within the assigned market to support pipeline development, client engagement, and deal progression. Expected travel cadence of approximately 12 trips per quarter, aligned to business needs and growth opportunities. Skills & Qualifications
Strong executive presence with demonstrated business acumen. Proven ability to influence, negotiate, and manage complex buying processes. Exceptional discovery, storytelling, and objection-handling skills. Proficiency with Salesforce, Excel (financial modeling), PowerPoint (executive presentations), Gong/Chorus, Outreach, LinkedIn, and GPT-based tools. Ability to build and sustain strong internal and external relationships across multiple levels. Demonstrated ability to independently manage a high-velocity pipeline of 25+ opportunities, driving speed and precision through the sales cycle with an average cycle time of
Experience
5+ years of full-cycle healthcare or healthcare IT sales experience (existing-logo and/or new-logo). Deep expertise in end-to-end Revenue Cycle Management within ambulatory care settings. Experience carrying multimillion-dollar quotas with a consistent record of exceeding targets.