Executive Director Sales – athenaFlex

athenahealth; United States; Hybrid; USD 175,000 - 297,000; Full time

Job summary

athenahealth, a leader in healthcare technology, is seeking an Executive Director, Sales to drive bookings and revenue for a portfolio of solutions. You will lead a high-performing sales team and collaborate with Marketing, Product, R&D, Solution Design and Customer Success to meet strategic objectives.

The role focuses on enterprise sales across new and existing accounts, leveraging AI-enabled tools and data-driven decision making to optimize performance and growth.

Qualifications

• Bachelor’s degree or equivalent combination of education and experience.
• Significant experience leading B2B sales teams in technology/SaaS or healthcare tech.
• Proven bookings, revenue, and growth objectives success.
• Experience managing new business and existing account growth strategies.
• Experience leading large sales teams in matrixed organizations.
• Strong consultative sales methodology and enterprise sales cycle knowledge.
• Proven collaboration with Marketing, Product, and Customer Success.
• Experience leveraging AI-enabled tools to boost productivity and insights.

Responsibilities

• Lead and develop an 11-member sales organization responsible for annual bookings and revenue across the portfolio.
• Develop and execute sales strategies for new customer acquisition and existing account growth.
• Drive pipeline generation and demand creation with Marketing.
• Collaborate with cross-functional teams to deliver customer-focused solutions.
• Provide market feedback to influence product strategy and future development.
• Manage sales forecasting, pipeline visibility, and performance reporting.
• Establish territory and account plans; prioritize growth opportunities.
• Optimize resource allocation and sales processes for better execution.
• Foster a performance-driven environment through coaching and clear expectations.
• Promote use of AI tools to improve productivity and forecasting.

Skills

B2B sales leadership

SaaS experience

Enterprise sales cycles

Team leadership

Healthcare technology experience

Education

Bachelor’s degree or equivalent

Tools

CRM platforms

Forecasting tools

Job description

Join us as we work to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all.

Position Summary

JoinathenaFlexas 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 roleis responsible fordriving 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 businessobjectives. This role isathenaFlex-based and reports to the General Manager.

About the Team

TheathenaFlexteam 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 membersleverageCRM 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 theathenaFlexbusiness.

Essential Job Responsibilities

• Lead and develop an 11-member sales organization responsible for achieving annual bookings and revenueobjectivesacross theathenaFlexproduct portfolio, includingaIDX,aEDI,aGM,aPractice, andaFlow.
• 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 thatidentifyand prioritize growth opportunities across customer segments.
• Optimizeresource 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.
• RepresentathenaFlexin customer, industry, and partner engagements as needed.
• Evaluate market trends, competitive activity, and customer feedback to inform business strategy.
• Partner with leadership teams toidentifyopportunities 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 experienceleading B2B sales teams in technology, software-as-a-service (SaaS), healthcare technology, or related industries.
• Demonstrated success achieving bookings, revenue, and growthobjectives.
• 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, andretainhigh-performing sales teams.
• Experienceoperatingwithin matrixed organizations and collaborating across multiple stakeholder groups.
• Healthcare technology or SaaS industry experience preferred.
• ExperienceleveragingAI-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, relevantknowledge 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