[Hiring] Sales Activation Associate @athenahealth

Role Description

The Sales Activation & Enablement Associate is responsible for supporting and optimizing outbound sales outreach strategy for the Group Segment Marketing team, serving as a key partner to both Group Marketing and Sales Development stakeholders. This individual will develop audience-specific outbound messaging, SDR enablement materials, and activation strategies designed to improve prospect engagement, meeting conversion, and downstream pipeline performance across the Group business.

This role requires a highly collaborative, analytical, and creative marketer who is passionate about messaging strategy, experimentation, and performance optimization. The ideal candidate is an exceptional communicator who enjoys partnering cross-functionally, leveraging data to inform decisions, and testing innovative approaches — including AI-driven solutions — to enhance personalization, scalability, and engagement. Success in this role will be measured by the ability to improve key funnel conversion metrics, including account-to-meeting rates, meeting-to-gross add rates, and prospect engagement metrics such as clicks, positive replies, and meetings booked.

Essential Job Responsibilities

• Draft SDR outreach content — including emails, call scripts, LinkedIn messaging, and related enablement materials — for each new logo, audience-specific outbound activation deployed by the Group Marketing team.
• Develop compelling sales development messaging strategies tailored to key Group buyer personas, audience sub-segments, specialties, and current vendor landscapes.
• Determine the right messaging and content approaches to maximize prospect engagement, increase positive reply rates, and drive meetings booked.
• Conduct A/B testing across messaging, cadence structure, timing, and personalization strategies to continuously optimize outreach performance and conversion outcomes.
• Innovate with AI-driven tools and workflows to improve SDR outreach efficiency, personalization, scalability, and testing capabilities.
• Monitor and analyze the performance of Marketing-prescribed SDR outreach, including engagement metrics, meeting conversion rates, downstream funnel impact, and audience-specific trends.
• Work closely with Group Marketing leadership and the Group Segment Strategist to provide data-driven recommendations to optimize outbound activation performance and improve account-to-meeting and meeting-to-gross add conversion rates.

Additional Job Responsibilities

• Act as a key liaison between Group Marketing and SDR leadership teams to ensure alignment on marketing messaging and tactics, prospect trends, business priorities, and prospecting strategies.
• Lead a recurring weekly meeting with SDR leadership focused on activation readiness, messaging feedback, outreach performance, and enablement opportunities.
• Gather and synthesize feedback from SDR leaders and individual SDRs, including the SDR Marketing Committee, to continuously improve messaging resonance, SDR adoption, and activation effectiveness.
• Partner with the Email Marketing team and the Group Upper Funnel Programs Manager to ideate, develop and execute nurture streams for key Group audiences.
• Support nurture strategy development by helping identify effective content, sequencing, messaging, and engagement opportunities designed to increase buyer engagement and conversion.
• Collaborate cross-functionally to ensure nurture content aligns with broader Group Segment marketing priorities and messaging strategies.
• Work closely with Group Marketing leadership to support execution of proprietary events for engaged Group prospects and customers.
• Own the creation of the Group Marketing bi-weekly newsletter, collaborating across the Segment Marketing team and other partners to provide input.
• Support broader Group Marketing operational needs as required to ensure strong cross-functional coordination and communication.

Qualifications

• 2+ years of experience in Marketing, Sales Enablement, SDR Operations, Campaign Strategy, or related B2B growth-focused roles.
• Bachelor's degree in marketing or similar focus.
• Strong writing and messaging development skills, with the ability to tailor communications to different buyer personas and audiences.
• Analytical mindset with experience conducting A/B testing and evaluating campaign, outreach, and engagement performance data.
• Experience partnering cross-functionally with sales and marketing teams across various levels of leadership.
• Familiarity with outbound sales motions, SDR workflows, prospecting strategies, and sales engagement best practices.
• An accountable, detail-oriented self-starter with the ability to manage multiple initiatives simultaneously.
• Excellent communication, collaboration, and interpersonal skills.
• Candidates for this position must be able to work east coast hours.

Expected Compensation

$54,000 - $92,000. 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.