Account Executive

🔥 3 hours ago

🍂 Massachusetts – Remote

🍂 Massachusetts – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

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athenahealth

WebsiteLinkedInAll Job Openings

5001 - 10000 employees

Founded 1997

🏥 Healthcare

⚕️ Healthcare Insurance

☁️ SaaS

💰 Post-IPO Equity on 2017-05

Healthcare • Healthcare Insurance • SaaS

athenahealth is a provider of healthcare software solutions focused on enhancing clinical effectiveness, patient experience, and financial performance. Its flagship product, athenaOne, is an all-in-one solution that includes electronic health records (EHR), revenue cycle management (RCM), and patient engagement tools. The company offers tailor-made solutions for various healthcare providers, ranging from small practices to large health systems and specialities like behavioral health and pediatrics. athenahealth also provides payer solutions, advisory services, and platform services to improve patient outcomes and reduce costs, while ensuring a highly reliable service with 99. 98% uptime. Their solutions also incorporate AI-powered features like Ambient Notes to streamline clinical documentation. With a focus on interoperability and efficiency, athenahealth aims to simplify healthcare delivery and improve outcomes for both providers and patients.

📋 Description

• 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 • Collaborate with Customer Success Managers to identify expansion opportunities and coordinate client engagement strategies • Support cross-functional initiatives that enhance sales processes, messaging, or client experience • Participate in training, enablement sessions, and product updates to maintain strong solution fluency • Contribute feedback to product and marketing teams based on client needs and market trends • Assist with internal projects that improve operational efficiency or sales effectiveness

🎯 Requirements

• 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 • 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

🏖️ Benefits

• Health insurance • Retirement plans • Paid time off • Flexible working arrangements • Professional development • Short and long-term incentives • Annual discretionary bonus plan • Variable compensation plan • Equity plans • Commuter support • Employee assistance programs • Tuition assistance • Employee resource groups • Collaborative workspaces • Events like book clubs and hackathons