Senior Sales Executive
athenahealth, Nashville, TN, United States
Join us as we work to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all.
Position Summary 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 three times 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
Required Qualifications Expected Education & Experience
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
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, fully‑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.
Learn more about our culture and benefits here: athenahealth.com/careers
https://www.athenahealth.com/careers/equal‑opportunity
#J-18808-Ljbffr
Position Summary 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 three times 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
Required Qualifications Expected Education & Experience
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
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, fully‑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.
Learn more about our culture and benefits here: athenahealth.com/careers
https://www.athenahealth.com/careers/equal‑opportunity
#J-18808-Ljbffr