Account Executive

Position Summary – Account Executive, Small Group Sales

We are seeking a high-energy, consultative Account Executive to accelerate growth within our existing Small Group (1–5 MD) client base. This is a true farming role, focused on expanding revenue through strategic prospecting, opportunity identification, and closing new business across an assigned portfolio of existing clients within the Small Group Existing Logo segment.

In this high-impact role, the Account Executive will own the full sales cycle—from discovery through close—while building trusted, long-term relationships with physicians and practice leadership. The ideal candidateoperatesas a strategic partner,leveragingdeep healthcareexpertise, strong client relationships, and commercial acumen to uncover growth opportunities and expand athenahealth’s footprint within each practice.

This role requires a proven seller who can translate complex clinical, operational, and financial challenges into clear, value-driven solutions. The Account Executive will position athenahealth’s expanding and extended revenue cycle services tooptimizeboth clinical performance and financial outcomes, increase wallet share, and deliver measurable value to clients.

About the Team

The Small Group Account Executive team is a fast-moving, high-growth organization focused on service line expansion and wallet share. Account Executives are aligned to geographically defined markets and partner closely with Marketing, Product, and Customer Success to bring athenahealth’s extended revenue cycle services to clients already live onathena’score platform.

As a member of this team, you will gain early exposure to testing, launching, and scaling new services, buildingexpertisein athenahealth’s expanding portfolio ahead of other sales segments. The team culture is highly collaborative and supportive—you’llreceive regular coaching from your Territory Sales Manager, collaborate with peers on complex opportunities, and have direct access to product and customer success partners when needed.

Using virtual selling tools, data-driven insights, and a team-based approach, this group helpspracticeslaunch, scale, and succeed. Wins are celebrated collectively, losses are treated as learning opportunities, and the work you do directly fuels athenahealth’s growth and long-term impact on healthcare.

Essential Job Responsibilities

65% – Driving Bookings from New Services within Existing Clients

• Meet or exceed assigned New Services quota.

• Convert open sockets within the assignedbook of businessby upgrading existing clients to new services.

• Proactively generatepipelinethrough targeted prospectingleveraginginternal resources (client performance data, CSM partnerships, and established client relationships). This is a hunter role within the existing client base, focused on securing meetings with economic and clinical decision makers. Maintain a minimum 2x quota pipeline.

• Lead withathena’sExtended Revenue Cycle Management (RCM) services. Demonstrate deep fluency across RCM and conduct rigorous discovery to uncover operational and financial pain points, including billing, coding, denials, days in A/R, collection rates, patient responsibility, and payer performance.

• Partner with practice administrators, physician owners, and billing leaders to navigate buying decisions and overcome objections related to vendor change and service transitions.

• Own the end-to-end sales process, including prospecting, executive presentations, total cost of ownership analysis, follow-up, negotiation, and proposal delivery.

• Rapidly ramp on and effectively sell newly launched athenahealth products and services.

• Maintainaccurate,timelypipeline reporting and forecasting.

35% – Driving Bookings from Client Growth Events

• Meet or exceed assigned growth-related quota.

• Build and sustain strong relationships with key client decision makers.

• Consistently articulate and defendathena’svalue proposition and total cost of ownership,leveraginggrowth events as catalysts to expand adoption ofadditional, non-departmental services.

• Engage clients in forward-looking conversations related to practice growth, including new locations, new specialties, and Tax ID expansions.

• Demonstrate fluency in Management Services Organization (MSO) structures.

• Understand client contractual frameworks and negotiate pricing and terms associated with expansion.

Travel Requirements

• Regular travel within the assigned market to support pipeline development, client engagement, and deal progression.

• Expected travel cadence ofapproximately 1–2 trips per quarter, aligned to business needs and growth opportunities.

Skills & Qualifications

• Strong executive presence withdemonstratedbusiness acumen.

• Proven ability to influence, negotiate, and manage complex buying processes.

• Exceptional discovery, storytelling, and objection-handling skills.

• Proficiencywith Salesforce, Excel (financial modeling), PowerPoint (executive presentations), Gong/Chorus, Outreach, LinkedIn, and GPT-based tools.

• Ability to build and sustain strong internal and external relationships across multiple levels.

• Demonstrated ability to independently manage a high-velocity pipeline of 25+ opportunities, driving speed and precision through the sales cycle with an average cycle time of