Executive Director, Sales Executive



Sales & Business Development
Multiple locations
Posted on Tuesday, November 14, 2023

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

Position Summary:

The primary objective of the Sales Executive, Executive Director is to establish relationships with key market executives within/across their organizations for an assigned portfolio of prospects a meeting/exceeding your assigned quota by growing our market share for the software and services athena provides.

Responsibilities may include, but are not limited to:

  • Drive bookings from a named set of new logo prospects in order to meet/exceed assigned quota. These efforts may span multiple years.

  • Develop a pipeline of qualified opportunities and engage in a consultative sales process in order to independently drive growth at a set of named clients.

  • Accountable for management and coordination of the full sales process including corporate presentations, staffing analysis, data gathering, meetings, demonstrations, ROI presentations, and comprehensive proposal delivery based on assessed business needs.

  • Effectively negotiate all deals and partner with the Customer Success Manager to ensure smooth handoff to professional services.

  • Maintain accurate, up-to-date sales pipeline reports and forecasts

  • Travel to prospects and clients to conduct business strategy sessions in conjunction with relevant internal business partners, in order to review customer needs and sell appropriate software/services that help address those needs.

  • Achieve “Trusted Business Advisor” status with key prospect executives.

  • Be an expert in the healthcare IT industry by staying current with relevant trends, developments, competitors and innovative solutions.

Skills/Qualifications Required:

  • Strong executive presence and business acumen. Ability to influence and persuade up, comfortable managing a negotiation process

  • Ability to build and maintain excellent relationships (external and internal) at multiple levels across large organizations

  • Ability to engage in a consultative sale

  • Impact and Impression – attentive, empathic and responsive; readily connects with others and puts them at ease immediately

  • Ability to comfortably work with member of a C suite

  • Ability to travel 50% of the time


  • Experience in prospect facing roles for organizations providing software and consulting and/or outsourced services, with responsibility for developing multi-level relationships with senior executives across large, complex prospects.

  • Demonstrated success in client development, business development, consultative sales and/or focused account management positions for service organizations serving the Enterprise client market

  • 10+ years' experience in sales or a similar lead role of prospecting, pursuing, presenting, and successfully closing complex healthcare IT solutions to C level executives of large organizations.

  • Proven record of sales achievement

  • Education: Bachelor’s degree and at least 10+ years in sales, healthcare, and/or IT/healthcare IT industries

About athenahealth

Here’s our vision: To create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all.

What’s unique about our locations?
From an historic, 19th century arsenal to a converted, landmark power plant, all of athenahealth’s offices were carefully chosen to represent our innovative spirit and promote the most positive and productive work environment for our teams. Our 10 offices across the United States and India — plus numerous remote employees — all work to modernize the healthcare experience, together.

Our company culture might be our best feature.
We don't take ourselves too seriously. But our work? That’s another story. athenahealth develops and implements products and services that support US healthcare: It’s our chance to create healthier futures for ourselves, for our family and friends, for everyone.

Our vibrant and talented employees — or athenistas, as we call ourselves — spark the innovation and passion needed to accomplish our goal. We continue to expand our workforce with amazing people who bring diverse backgrounds, experiences, and perspectives at every level, and foster an environment where every athenista feels comfortable bringing their best selves to work.

Our size makes a difference, too: We are small enough that your individual contributions will stand out — but large enough to grow your career with our resources and established business stability.

Giving back is integral to our culture. Our athenaGives platform strives to support food security, expand access to high-quality healthcare for all, and support STEM education to develop providers and technologists who will provide access to high-quality healthcare for all in the future. As part of the evolution of athenahealth’s Corporate Social Responsibility (CSR) program, we’ve selected nonprofit partners that align with our purpose and let us foster long-term partnerships for charitable giving, employee volunteerism, insight sharing, collaboration, and cross-team engagement.

What can we 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.

In addition to our traditional benefits and perks, we sponsor events throughout the year, including book clubs, external speakers, and hackathons. And 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.

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.