Remote Sales Operations & Contracting Lead

athenahealth; United States; Remote; USD 100,000 - 170,000; Full time

Job summary

athenahealth is seeking a Senior Sales Operations Leader to guide a remote team responsible for client acquisition, onboarding, and deal operations for the small group segment. You will partner across Sales, Customer Success, Onboarding, Finance, Legal, and Continuous Improvement to strengthen performance and service quality.

West Coast hours and 20% travel are required. You will manage contracting, order processing, and ongoing queue throughput while using AI-enabled tools to drive efficiency

Qualifications

• Bachelor’s degree or equivalent practical experience.
• 3–5 years in customer support, operations, or a related operational role.
• Ability to work West Coast hours.
• Experience in a high-volume shared queue or service environment with turnaround time expectations.
• Prior people management experience.
• Demonstrated success coaching, developing, and holding a team accountable through change and ambiguity.
• Strong relationship-building and communication skills.
• Excellent written and verbal communication skills.
• Strong analytical skills with ability to interpret data and build reports.
• Experience with large data sets and identifying trends.
• Proficiency with Microsoft Office Suite, including advanced Excel.
• Experience with Salesforce CPQ.
• Experience with BI/visualization tools (Tableau or Power BI).
• Contracting or deal operations experience preferred.
• Ability to work core West Coast business hours and collaborate remotely.
• Comfortable using AI-supported tools to improve productivity.

Responsibilities

• Lead, coach, and develop the Sales Operations team across contracting and deal support.
• Translate business priorities into clear team goals, resource plans, and day-to-day direction.
• Manage the shared case queue by monitoring volume, aging, backlog, and turnaround times.
• Partner with Sales, Customer Success, and Onboarding leaders to support client lifecycle from acquisition to retention.
• Oversee proposal, contracting, and order processing activities including updates and approvals.
• Improve workflows with Finance, Legal, and Continuous Improvement to streamline processes.
• Maintain team reporting and operational metrics using dashboards and data.
• Track performance indicators to guide decisions and prioritize work.
• Use AI-enabled tools to organize queue data and surface patterns.
• Travel required 20% annually.
• Escalation point for complex work and prioritization discussions.
• Support change management for new workflows or operating models.
• Provide clear written communication and maintain remote team connection.
• Contribute to cross-functional planning affecting client operations.
• Other duties as assigned by Executive Director, Sales Operations.

Skills

Team leadership

Operations management

West Coast hours

Customer support

Data analysis

Report building

Communication

Relationship building

Excel (advanced)

Salesforce CPQ

BI tools (Tableau/Power BI)

AI tools

Contracting/Deal operations

Education

Bachelor’s degree or equivalent practical experience

Tools

Excel

Salesforce CPQ

Tableau

Power BI

Job description

athenahealth is seeking a Senior Sales Operations Leader to guide a remote team responsible for client acquisition, onboarding, and deal operations for the small group segment. You will partner across Sales, Customer Success, Onboarding, Finance, Legal, and Continuous Improvement to strengthen performance and service quality.

West Coast hours and 20% travel are required. You will manage contracting, order processing, and ongoing queue throughput while using AI-enabled tools to drive efficiency