[Remote] Account Executive

Note: The job is a remote job and is open to candidates in USA. athenahealth is a company dedicated to creating a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all. The Account Executive role focuses on accelerating growth within the existing Small Group client segment by driving revenue through client engagement and adoption of new products and services.ResponsibilitiesDrive new revenue from existing clients by identifying, qualifying, and closing opportunities for additional products and servicesManage a full sales cycle including prospecting, discovery, presentations, value articulation, proposal development, and negotiationMaintain a healthy pipeline at 2x quota and consistently meet or exceed assigned revenue targetsConduct discovery conversations to understand client challenges related to billing, coding, denials, days in A/R, collection rates, patient payments, and payer performancePosition athenahealth’s Extended Revenue Cycle Management services and other offerings to address client needs and improve outcomesBuild strong relationships with practice administrators, physician owners, and billing leaders to support decision‑making and address concernsUnderstand client contractual structures and support rate negotiations associated with organizational growth or expansionMaintain accurate and timely pipeline reporting, forecasts, and CRM documentationRapidly learn and effectively position newly launched products and servicesIntegrate 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 workflowsTravel required up to 25% annuallyCollaborate with Customer Success Managers to identify expansion opportunities and coordinate client engagement strategiesSupport cross‑functional initiatives that enhance sales processes, messaging, or client experienceParticipate in training, enablement sessions, and product updates to maintain strong solution fluencyContribute feedback to product and marketing teams based on client needs and market trendsAssist with internal projects that improve operational efficiency or sales effectivenessSkillsBachelor's degree or equivalent professional experience5+ years of full‑cycle sales experience in healthcare or healthcare IT, with a record of meeting or exceeding quotaExperience selling into existing accounts and identifying expansion opportunitiesStrong ability to discuss end‑to‑end Revenue Cycle Management in ambulatory settingsProficiency with CRM and sales tools such as Salesforce, Excel (financial modeling), PowerPoint, Outreach, LinkedIn, and conversational intelligence platformsStrong communication, negotiation, and relationship‑building skills across multiple stakeholder levelsAbility to manage a high‑volume pipeline with efficiency and maintain an average sales cycle of less than 14 daysBenefitsHealth and financial benefitsCommuter supportEmployee assistance programsTuition assistanceEmployee resource groupsCollaborative workspacesFlexibilityFull-time remote work with consistent communication and digital collaboration toolsEvents throughout the year, including book clubs, external speakers, and hackathonsCompany culture based on learning, the support of an engaged team, and an inclusive environment where all employees are valuedCompany OverviewAthenahealth is a provider of medical practice automation and claims management software to medical groups and health systems. It is a sub-organization of Bain Capital. It was founded in 1997, and is headquartered in Watertown, Massachusetts, USA, with a workforce of 5001-10000 employees. Its website is http://www.athenahealth.com.Company H1B Sponsorshipathenahealth has a track record of offering H1B sponsorships, with 13 in 2026, 93 in 2025, 83 in 2024, 61 in 2023, 108 in 2022, 84 in 2021, 74 in 2020. Please note that this does not guarantee sponsorship for this specific role.