Join us as we work to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all.
SMALL GROUP SALES MANAGER
Position Summary:
Drive growth in our vital small practice market by leading a team of Sales Executives in the West Region. You will develop strategies to connect physician practices with 1-5 doctors to athenahealth's solutions, mentor your team to excellence, and deliver a measurable business impact. This role combines sales leadership with strategic thinking to expand our presence in a segment crucial to our company's growth. Your expertise will help both your team and athenahealth succeed in this competitive landscape. This role reports directly to the Sales Executive Director.
The sales process mimics a mid-market sale of a rip and replace solution. These small practices are currently utilizing solutions that we will replace, requiring a focus on selling the reasons to change and the reasons to choose us. Specifically building a clear ROI that proves staying with status quo is leading to negative business outcomes and that our solution will create positive business outcomes.
About the Team:
The Small Group Sales team is dedicated to bringing athenahealth's innovative solutions to medical practices with 1-5 physicians, a vital and expansive market segment for our company's growth strategy. Our team partners closely with Marketing, Onboarding, and Customer Success to deliver a seamless experience for prospects and new clients.
Essential Job Responsibilities:
Lead and develop a team of Sales Executives to consistently meet or exceed revenue targets in the small group market segment
Develop effective sales strategies for individual opportunities and coach team members on execution to drive closures
Maintain accurate sales pipeline forecasting on monthly and quarterly basis to ensure predictable revenue streams
Participate directly in strategic sales opportunities, providing hands-on support to Sales Executives during critical client interactions
Collaborate with cross-functional teams to ensure seamless handoffs from sales to implementation
Develop and execute territory coverage plans that maximize market penetration while optimizing team resources
Travel required 25% annually to support field sales activities and team development
Additional Job Responsibilities:
Support efforts with channel partnerships and VARs to generate leads and close business
Monitor and ensure the submission of high-quality sales proposals
Contribute to the development of sales and business plans for the Small Group segment
Participate in the management of the small group expense budget
Represent the Small Group Sales team in cross-departmental initiatives
Provide input on product development based on market feedback and competitive intelligence
Expected Education & Experience:
Bachelor's degree required
5+ years of proven sales experience with a track record of consistently meeting or exceeding targets
2+ years of sales management experience leading teams to successful outcomes
Demonstrated understanding of healthcare technology, medical practice operations, or related industry experience
Experience with CRM systems, preferably Salesforce
Proficiency with Microsoft Office applications including Outlook, Word, Excel, and PowerPoint
Preferred: Experience selling SaaS solutions to healthcare organizations
Expected Compensation
The base salary range shown reflects the full range for this role from minimum to maximum. At athenahealth, base pay depends on multiple factors, including job-related experience, relevant knowledge and skills, how your qualifications compare to others in similar roles, and geographical market rates. Base pay is only one part of our competitive Total Rewards package - depending on role eligibility, we offer both short and long-term incentives by way of an annual discretionary bonus plan, variable compensation plan, and equity plans.
About athenahealth
Our vision: In an industry that becomes more complex by the day, we stand for simplicity. We offer IT solutions and expert services that eliminate the daily hurdles preventing healthcare providers from focusing entirely on their patients — powered by our vision to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all.
Our company culture: Our talented employees — or athenistas, as we call ourselves — spark the innovation and passion needed to accomplish our vision. We are a diverse group of dreamers and do-ers with unique knowledge, expertise, backgrounds, and perspectives. We unite as mission-driven problem-solvers with a deep desire to achieve our vision and make our time here count. Our award-winning culture is built around shared values of inclusiveness, accountability, and support.
Our DEI commitment: Our vision of accessible, high-quality, and sustainable healthcare for all requires addressing the inequities that stand in the way. That's one reason we prioritize diversity, equity, and inclusion in every aspect of our business, from attracting and sustaining a diverse workforce to maintaining an inclusive environment for athenistas, our partners, customers and the communities where we work and serve.
What we can do for you:
Along with health and financial benefits, athenistas enjoy perks specific to each location, including commuter support, employee assistance programs, tuition assistance, employee resource groups, and collaborative workspaces — some offices even welcome dogs.
We also encourage a better work-life balance for athenistas with our flexibility. While we know in-office collaboration is critical to our vision, we recognize that not all work needs to be done within an office environment, full-time. With consistent communication and digital collaboration tools, athenahealth enables employees to find a balance that feels fulfilling and productive for each individual situation.
In addition to our traditional benefits and perks, we sponsor events throughout the year, including book clubs, external speakers, and hackathons. We provide athenistas with a company culture based on learning, the support of an engaged team, and an inclusive environment where all employees are valued.
Learn more about our culture and benefits here: athenahealth.com/careers
https://www.athenahealth.com/careers/equal-opportunity
Top Skills
Similar Jobs
What you need to know about the Colorado Tech Scene
Key Facts About Colorado Tech
- Number of Tech Workers: 260,000; 8.5% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Lockheed Martin, Century Link, Comcast, BAE Systems, Level 3
- Key Industries: Software, artificial intelligence, aerospace, e-commerce, fintech, healthtech
- Funding Landscape: $4.9 billion in VC funding in 2024 (Pitchbook)
- Notable Investors: Access Venture Partners, Ridgeline Ventures, Techstars, Blackhorn Ventures
- Research Centers and Universities: Colorado School of Mines, University of Colorado Boulder, University of Denver, Colorado State University, Mesa Laboratory, Space Science Institute, National Center for Atmospheric Research, National Renewable Energy Laboratory, Gottlieb Institute
