Remote Account Executive – Small Group Growth

Athenahealth India; Massachusetts; On-site; USD 90,000 - 150,000; Full time

Job summary

athenahealth is seeking an Account Executive, Small Group Sales (Existing Clients) to accelerate growth within the 1–5 MD practice segment by expanding adoption of new products and services. This remote role collaborates with internal teams to drive revenue and improve client outcomes.

You will manage a full sales cycle for existing accounts, maintain a 2x quota pipeline, and engage practice administrators and billing leaders to address needs. Travel up to 25% may be required.

Qualifications

• Bachelor’s degree or equivalent professional experience.
• 5+ years of full-cycle sales experience in healthcare or healthcare IT.
• 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, PowerPoint, Outreach, LinkedIn, and conversational intelligence platforms.

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.

Skills

Full-cycle sales

Communication

Negotiation

Relationship-building

Prospecting

Education

Bachelor's degree or equivalent

Tools

Salesforce

Excel

PowerPoint

Outreach

LinkedIn

Conversational intelligence platforms

Job description

athenahealth is seeking an Account Executive, Small Group Sales (Existing Clients) to accelerate growth within the 1–5 MD practice segment by expanding adoption of new products and services. This remote role collaborates with internal teams to drive revenue and improve client outcomes.

You will manage a full sales cycle for existing accounts, maintain a 2x quota pipeline, and engage practice administrators and billing leaders to address needs. Travel up to 25% may be required.