Join us as we work to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all.

Position Summary

The Existing Logo Sales Development Representative plays a key role in expanding revenue within our current customer base by identifying new opportunities and supporting strategic sales initiatives. This role blends inbound lead qualification with targeted outbound prospecting to uncover expansion pathways and strengthen client engagement. It is a hybrid position based in Atlanta, GA; Austin, TX; or Boston, MA, with a minimum of three in‑office days per week. This role reports to the Sales Development, Senior Manager.

About the Team

The Sales Development team helps accelerate growth by identifying, qualifying, and advancing opportunities across our customer base. The team partners closely with Customer Success, Marketing, and Account Executives to ensure a coordinated approach to client engagement and pipeline development. They use CRM tools, research platforms, and sales engagement systems to manage outreach and track progress. The team is committed to building strong relationships and supporting a seamless experience for prospects and customers.

Essential Job Responsibilities

• Manage inbound leads from Customer Success, Marketing, and digital channels, ensuring timely qualification and follow‑up.

• Engage existing clients to identify upsell, cross‑sell, and expansion opportunities.

• Nurture early‑stage leads through consistent, value‑driven communication until they are ready for a sales conversation.

• Conduct targeted outbound outreach to strategic accounts to identify new stakeholders and business units.

• Research client needs and account history to tailor outreach and prepare for high‑quality conversations.

• Identify and pursue product gaps (“open sockets”) within existing accounts to expand product adoption.

• Support Account Executives during in‑market trips by securing meetings and building a full schedule of conversations.

• Document all interactions, insights, and progress in CRM systems to support accurate forecasting and collaboration.

• Use AI tools to research accounts, personalize outreach, and improve productivity, while learning new AI capabilities as they become available.

• Collaborate with cross‑functional partners to share insights that inform broader sales strategies.

Additional Job Responsibilities

• Participate in team meetings, training sessions, and skill‑building workshops.

• Contribute feedback to improve lead management processes and outreach strategies.

• Assist with special projects that support sales initiatives or operational improvements.

• Maintain awareness of product updates and market trends to strengthen client conversations.

• Support testing and adoption of new tools or workflows that enhance team efficiency.

Expected Education & Experience

• Experience in a client‑facing, sales, or customer engagement environment preferred.

• Strong organizational and time‑management skills, with the ability to balance multiple priorities.

• Ability to communicate clearly and professionally across written and verbal channels.

• Interest in relationship‑based selling and engaging with clients to understand their needs.

• Comfort working in a dynamic environment with evolving products and processes.

• Ability to analyze information and apply research to prepare for client conversations.

• Familiarity with CRM or sales engagement tools preferred.

• Bachelor’s degree or equivalent experience preferred.

Expected Compensation

$48,000 - $82,000

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.

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