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.

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 (financial modeling), 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.

Account Executive

Key skills