Executive Director Sales – athenaFlex

athenahealth; Massachusetts; On-site; USD 175,000 - 297,000; Full time

Benefits offered by this job

Commuter benefits

Employee assistance programs

Tuition assistance

Employee resource groups

Collaborative workspaces

Dogs welcome

Job summary

athenahealth is seeking an Executive Director, Sales to lead the growth strategy for the athenaFlex portfolio, driving bookings, revenue, and pipeline across new and existing customers. You will head an 11-person team and collaborate with Marketing, Product, R&D, Solution Design, and Customer Success to deliver customer-focused solutions.

The role requires a Bachelor's degree and proven success in B2B SaaS sales, with experience in healthcare tech and enterprise sales cycles.

Qualifications

• Bachelor's degree or equivalent combination of education and relevant experience.
• Significant experience leading B2B sales teams in technology, software-as-a-service (SaaS), healthcare technology, or related industries.
• Demonstrated success achieving bookings, revenue, and growth objectives.
• Experience managing both new business acquisition and existing customer expansion strategies.
• Experience leading sales teams of comparable size and complexity.
• Strong understanding of consultative sales methodologies and enterprise sales cycles.
• Experience partnering effectively with Marketing, Product, Research & Development, and Customer Success organizations.
• Proven ability to build, develop, and retain high-performing sales teams.
• Experience operating within matrixed organizations and collaborating across multiple stakeholder groups.
• Healthcare technology or SaaS industry experience preferred.
• Experience leveraging AI-enabled tools to enhance productivity, business decision-making, and operational performance preferred.

Responsibilities

• Lead and develop an 11-member sales organization responsible for achieving annual bookings and revenue objectives across the athenaFlex product portfolio, including aIDX, aEDI, aGM, aPractice, and aFlow.
• Develop and execute sales strategies that support new customer acquisition and growth within existing customer accounts.
• Drive pipeline generation and demand creation in partnership with Marketing to support sustainable business growth.
• Collaborate with Solution Design, Product, Research & Development, and Customer Success teams to deliver customer-focused solutions.
• Provide market feedback and customer insights to influence product strategy and future solution development.
• Manage sales forecasting, pipeline visibility, and performance reporting to support business planning and decision-making.
• Establish territory and account plans that identify and prioritize growth opportunities across customer segments.
• Optimize resource allocation and sales processes to improve execution and revenue outcomes.
• Foster a performance-driven environment through coaching, accountability, and clear expectations.
• Demonstrate and promote effective use of AI tools to improve productivity, decision-making, forecasting accuracy, and operational efficiency across the sales organization.
• Support strategic planning initiatives related to revenue growth and market expansion.
• Contribute to annual budgeting, headcount planning, and business performance reviews.
• Represent athenaFlex in customer, industry, and partner engagements as needed.
• Evaluate market trends, competitive activity, and customer feedback to inform business strategy.
• Partner with leadership teams to identify opportunities for process improvement and operational effectiveness.
• Mentor emerging sales leaders and support succession planning efforts.
• Participate in special projects and other business initiatives as assigned.

Job description

Position Summary

Join athenaFlex as the Executive Director, Sales, and lead the growth strategy for a portfolio of healthcare technology solutions that help customers improve operational and financial performance. This role is responsible for driving bookings growth, revenue performance, pipeline development, and sales execution across both prospective and existing customer accounts. The Executive Director, Sales leads a team of sales professionals and works closely with Marketing, Product, Research & Development, Solution Design, and Customer Success teams to deliver solutions that meet customer needs and business objectives. This role is athenaFlex-based and reports to the General Manager.

About The Team

The athenaFlex team delivers technology and services that support healthcare organizations in managing administrative, financial, and operational workflows. The team partners closely with Product, Research & Development, Marketing, Solution Design, Customer Success, and other business functions to develop, position, and support solutions that address customer needs. Team members leverage CRM platforms, forecasting tools, market insights, and customer engagement data to guide decision-making and drive growth. Together, the team is focused on delivering value to customers while supporting the continued expansion of the athenaFlex business.

Essential Job Responsibilities

• Lead and develop an 11-member sales organization responsible for achieving annual bookings and revenue objectives across the athenaFlex product portfolio, including aIDX, aEDI, aGM, aPractice, and aFlow.
• Develop and execute sales strategies that support new customer acquisition and growth within existing customer accounts.
• Drive pipeline generation and demand creation in partnership with Marketing to support sustainable business growth.
• Collaborate with Solution Design, Product, Research & Development, and Customer Success teams to deliver customer-focused solutions.
• Provide market feedback and customer insights to influence product strategy and future solution development.
• Manage sales forecasting, pipeline visibility, and performance reporting to support business planning and decision-making.
• Establish territory and account plans that identify and prioritize growth opportunities across customer segments.
• Optimize resource allocation and sales processes to improve execution and revenue outcomes.
• Foster a performance-driven environment through coaching, accountability, and clear expectations.
• Demonstrate and promote effective use of AI tools to improve productivity, decision-making, forecasting accuracy, and operational efficiency across the sales organization.

Additional Job Responsibilities

• Support strategic planning initiatives related to revenue growth and market expansion.
• Contribute to annual budgeting, headcount planning, and business performance reviews.
• Represent athenaFlex in customer, industry, and partner engagements as needed.
• Evaluate market trends, competitive activity, and customer feedback to inform business strategy.
• Partner with leadership teams to identify opportunities for process improvement and operational effectiveness.
• Mentor emerging sales leaders and support succession planning efforts.
• Participate in special projects and other business initiatives as assigned.

Expected Education & Experience

• Bachelor's degree or equivalent combination of education and relevant experience.
• Significant experience leading B2B sales teams in technology, software-as-a-service (SaaS), healthcare technology, or related industries.
• Demonstrated success achieving bookings, revenue, and growth objectives.
• Experience managing both new business acquisition and existing customer expansion strategies.
• Experience leading sales teams of comparable size and complexity.
• Strong understanding of consultative sales methodologies and enterprise sales cycles.
• Experience partnering effectively with Marketing, Product, Research & Development, and Customer Success organizations.
• Proven ability to build, develop, and retain high-performing sales teams.
• Experience operating within matrixed organizations and collaborating across multiple stakeholder groups.
• Healthcare technology or SaaS industry experience preferred.
• Experience leveraging AI-enabled tools to enhance productivity, business decision-making, and operational performance preferred.

Expected Compensation

$175,000 - $297,000

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, 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.

Learn more about our culture and benefits here: athenahealth.com/careers

https://www.athenahealth.com/careers/equal-opportunity