Enterprise Sales Development Representative

Athenahealth India; Atlanta (GA); Hybrid; USD 48,000 - 82,000; Full time

Job summary

athenahealth is seeking an Upmarket Sales Development Representative to generate and advance opportunities for growing and enterprise healthcare organizations. You will collaborate with Sales Executives to engage prospects, research markets, and tailor outreach strategies to improve clinical, financial, and operational performance.

The role is hybrid, requiring a minimum of three days per week in offices located in Atlanta, GA, Austin, TX, or Boston, MA.

Qualifications

• Bachelor’s degree required.
• Two or more years of sales, business development, or related customer-facing experience required.
• Experience using Salesforce or a similar CRM.
• 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.

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.

Skills

Research

Communication

Problem-solving

Sales prospecting

CRM familiarity

Education

Bachelor’s degree

Tools

Salesforce

Microsoft Office

Job description

Join us as we work to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all. Position Summary The Upmarket Sales Development Representatives (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.

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.

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 talentedemployees — 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 collaborativeworkspaces — 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, athenahealthenablesemployees 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

United by our mission

United by our mission and driven by our entrepreneurial spirit, our work at athenahealth is collaborative, transformative, and above all, it’s meaningful. Our employees take pride in using technology and data-driven insights to inspire changes that will make the U.S. healthcare system better for everyone, including your friends, family and maybe even you.