Account Executive, Small Group Sales (Existing Clients)Position Summary This role accelerates growth within athenahealth's existing Small Group (1-5 MD) client segment by expanding adoption of new products and services. The Account Executive drives revenue by identifying opportunities, engaging decision makers, and guiding clients through purchasing decisions that strengthen their operational and financial performance. This is a remote role with regular collaboration across internal teams. This position reports to the Account Executive, Manager.
Essential Job Responsibilities - Drive new revenue from existing clients by identifying, qualifying, and closing opportunities for additional products and services.
- Manage a full sales cycle including prospecting, discovery, presentations, value articulation, proposal development, and negotiation.
- Maintain a healthy pipeline at 2x quota and consistently meet or exceed assigned revenue targets.
- Conduct discovery conversations to understand client challenges related to billing, coding, denials, days in A/R, collection rates, patient payments, and payer performance.
- Position athenahealth's Extended Revenue Cycle Management services and other offerings to address client needs and improve outcomes.
- Build strong relationships with practice administrators, physician owners, and billing leaders to support decision-making and address concerns.
- Understand client contractual structures and support rate negotiations associated with organizational growth or expansion.
- Maintain accurate and timely pipeline reporting, forecasts, and CRM documentation.
- Rapidly learn and effectively position newly launched products and services.
- Integrate AI-enabled tools into daily sales activities to improve prospecting, discovery preparation, proposal quality, and pipeline management; evaluate emerging AI capabilities and share insights to strengthen team workflows.
- Travel required up to 25% annually.
Additional Job Responsibilities - Collaborate with Customer Success Managers to identify expansion opportunities and coordinate client engagement strategies.
- Support cross-functional initiatives that enhance sales processes, messaging, or client experience.
- Participate in training, enablement sessions, and product updates to maintain strong solution fluency.
- Contribute feedback to product and marketing teams based on client needs and market trends.
- Assist with internal projects that improve operational efficiency or sales effectiveness.
Expected Education & Experience - Bachelor's degree or equivalent professional experience.
- 5+ years of full-cycle sales experience in healthcare or healthcare IT, with a record of meeting or exceeding quota.
- Experience selling into existing accounts and identifying expansion opportunities.
- Strong ability to discuss end-to-end Revenue Cycle Management in ambulatory settings.
- Proficiency with CRM and sales tools such as Salesforce, Excel (financial modeling), PowerPoint, Outreach, LinkedIn, and conversational intelligence platforms.
- Strong communication, negotiation, and relationship-building skills across multiple stakeholder levels.
- Ability to manage a high-volume pipeline with efficiency and maintain an average sales cycle of less than 14 days.
Expected CompensationThe 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.
