Remote Account Executive — Small Group Sales

athenahealth; Massachusetts; On-site; USD 120,000 - 180,000; Full time

Job summary

athenahealth is seeking an Account Executive for Small Group Sales (Existing Clients) to accelerate growth within a 1–5 provider segment. The remote role focuses on expanding adoption of products and services and driving revenue by engaging decision makers and guiding purchases that improve financial and operational performance.

You will collaborate with Customer Success, Product, and Marketing to deliver the right solutions, maintain a strong pipeline, and learn new product offerings.

Qualifications

• 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.

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.

Skills

Sales experience

Healthcare IT

CRM proficiency

Excel modelling

PowerPoint

Outreach

LinkedIn

Negotiation

Relationship-building

Education

Bachelor’s degree or equivalent professional experience

Tools

Salesforce

Excel

PowerPoint

Outreach

LinkedIn

Conversational intelligence

Job description

athenahealth is seeking an Account Executive for Small Group Sales (Existing Clients) to accelerate growth within a 1–5 provider segment. The remote role focuses on expanding adoption of products and services and driving revenue by engaging decision makers and guiding purchases that improve financial and operational performance.

You will collaborate with Customer Success, Product, and Marketing to deliver the right solutions, maintain a strong pipeline, and learn new product offerings.