[Hiring] Executive Director Sales @athenahealth

Role Description

Join athenaFlex as the Executive Director, Sales, and lead the growth strategy for a portfolio of healthcare technology solutions that help customers improve operational and financial performance. This role is responsible for driving bookings growth, revenue performance, pipeline development, and sales execution across both prospective and existing customer accounts. The Executive Director, Sales leads a team of sales professionals and works closely with Marketing, Product, Research & Development, Solution Design, and Customer Success teams to deliver solutions that meet customer needs and business objectives. This role is athenaFlex-based and reports to the General Manager.

Essential Job Responsibilities

• Lead and develop an 11-member sales organization responsible for achieving annual bookings and revenue objectives across the athenaFlex product portfolio, including aIDX, aEDI, aGM, aPractice, and aFlow.
• Develop and execute sales strategies that support new customer acquisition and growth within existing customer accounts.
• Drive pipeline generation and demand creation in partnership with Marketing to support sustainable business growth.
• Collaborate with Solution Design, Product, Research & Development, and Customer Success teams to deliver customer-focused solutions.
• Provide market feedback and customer insights to influence product strategy and future solution development.
• Manage sales forecasting, pipeline visibility, and performance reporting to support business planning and decision-making.
• Establish territory and account plans that identify and prioritize growth opportunities across customer segments.
• Optimize resource allocation and sales processes to improve execution and revenue outcomes.
• Foster a performance-driven environment through coaching, accountability, and clear expectations.
• Demonstrate and promote effective use of AI tools to improve productivity, decision-making, forecasting accuracy, and operational efficiency across the sales organization.

Additional Job Responsibilities

• Support strategic planning initiatives related to revenue growth and market expansion.
• Contribute to annual budgeting, headcount planning, and business performance reviews.
• Represent athenaFlex in customer, industry, and partner engagements as needed.
• Evaluate market trends, competitive activity, and customer feedback to inform business strategy.
• Partner with leadership teams to identify opportunities for process improvement and operational effectiveness.
• Mentor emerging sales leaders and support succession planning efforts.
• Participate in special projects and other business initiatives as assigned.

Qualifications

• Bachelor's degree or equivalent combination of education and relevant experience.
• Significant experience leading B2B sales teams in technology, software-as-a-service (SaaS), healthcare technology, or related industries.
• Demonstrated success achieving bookings, revenue, and growth objectives.
• Experience managing both new business acquisition and existing customer expansion strategies.
• Experience leading sales teams of comparable size and complexity.
• Strong understanding of consultative sales methodologies and enterprise sales cycles.
• Experience partnering effectively with Marketing, Product, Research & Development, and Customer Success organizations.
• Proven ability to build, develop, and retain high-performing sales teams.
• Experience operating within matrixed organizations and collaborating across multiple stakeholder groups.
• Healthcare technology or SaaS industry experience preferred.
• Experience leveraging AI-enabled tools to enhance productivity, business decision-making, and operational performance preferred.

Expected Compensation

$175,000 - $297,000. 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.