Enterprise Sales Executive, Director

Role Summary: Transform healthcare as our Director, Sales Executive – Enterprise by forging strategic partnerships with industry leaders. You'll serve as a trusted advisor to C-suite executives, navigating complex sales cycles to deliver athenahealth's innovative solutions that drive clinical and financial excellence. Your consultative expertise will help healthcare organizations thrive in today's challenging environment. This role reports to the Vice President of Enterprise Sales.  

Team Summary: The Enterprise Sales team drives athenahealth's revenue cycle and clinical solutions to our largest customers—health systems, physician groups, and market aggregators in ambulatory care. This team is responsible for leading Enterprise initiatives to meet and exceed assigned quotas for bookings while establishing a robust pipeline for future growth. Working closely with Product, Marketing, Onboarding, and Customer Success teams, we address complex client needs through innovative technology. Join us to shape healthcare delivery while developing expertise in healthcare IT and value-based care models.  

Essential Job Responsibilities:  

• 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  

• 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.  

• Ability to influence and persuade executive decision makers while also managing a negotiation process. Strong executive presence and business acumen.  

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

• Partner with a dedicated Sales Development Representative (SDR) to strategize and optimize lead generation activities, establishing account prioritization frameworks that drive pipeline growth and improve conversion rates.  

• Ability to engage in 12 – 18 month or more consultative sale cycles.  

• Ability to travel up to 50% of the time 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.  

Additional Job Responsibilities:  

• Participate in strategic planning sessions to identify new market opportunities and develop targeted sales approaches for enterprise clients.  

• Collaborate with Product teams to provide market feedback and influence product roadmap based on client needs and competitive landscape.  

• Mentor junior sales team members by sharing best practices and providing guidance on complex sales strategies.  

• Represent athenahealth at industry conferences and networking events to build brand awareness and develop new business relationships.  

• Contribute to the development of sales enablement materials and case studies that highlight client success stories.  

• Participate in cross-functional initiatives to improve sales processes and enhance customer experience throughout the sales cycle.  

• Stay current on healthcare industry trends, regulatory changes, and competitive offerings to position athenahealth solutions effectively.  

Expected Education & Experience:  

• 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.  

• 12+ 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.  

• Proficiency in analytics, proposal development, and client engagement ensures consistent growth and operational success.  

• Comprehensive understanding of sales management, market dynamics, and healthcare technology.  

• Ability to comfortably work with members of a C suite. Strong relationship-building abilities to develop and maintain connections with key stakeholders.  

• Education: Bachelor's degree and at least 12+ years in sales, healthcare, and/or IT/healthcare IT industries.