Account Executive

This is a fully remote position, open to applicants in Massachusetts.

📋 Description

• Generate new revenue from current clients by identifying, qualifying, and securing opportunities for additional products and services.

• Oversee the complete sales cycle, including prospecting, discovery, presentations, value articulation, proposal development, and negotiations.

• Maintain a robust pipeline at twice the quota and consistently achieve or surpass assigned revenue goals.

• Engage in discovery discussions to comprehend 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 meet client needs and enhance outcomes.

• Cultivate strong relationships with practice administrators, physician owners, and billing leaders to facilitate decision-making and address concerns.

• Understand client contractual frameworks and assist in rate negotiations linked to organizational growth or expansion.

• Maintain precise and timely reports on pipeline status, forecasts, and CRM documentation.

• Quickly learn and effectively promote newly introduced products and services.

• Incorporate AI-enabled tools into daily sales activities to enhance prospecting, discovery preparation, proposal quality, and pipeline management; assess emerging AI capabilities and share insights to optimize team workflows.

• Collaborate with Customer Success Managers to pinpoint expansion opportunities and coordinate client engagement strategies.

• Support cross-functional initiatives aimed at refining sales processes, messaging, or client experience.

• Participate in training sessions, enablement programs, and product updates to maintain strong solution knowledge.

• Provide feedback to product and marketing teams based on client requirements and market trends.

• Assist with internal projects that enhance operational efficiency or sales effectiveness.

⛳️ Requirements

• Bachelor’s degree or equivalent professional experience.

• Over 5 years of full-cycle sales experience in healthcare or healthcare IT.

• Proven experience in selling to existing accounts and identifying opportunities for expansion.

• Strong capability to discuss end-to-end Revenue Cycle Management in ambulatory settings.

• Proficiency in CRM and sales tools such as Salesforce, Excel, PowerPoint, Outreach, LinkedIn, and conversational intelligence platforms.

• Excellent communication, negotiation, and relationship-building skills across various stakeholder levels.

• Ability to efficiently manage a high-volume pipeline and maintain an average sales cycle of less than 14 days.

🏝️ Benefits

• Health insurance.

• Retirement plans.

• Paid time off.

• Flexible working arrangements.

• Professional development opportunities.

• 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 such as book clubs and hackathons.