Hybrid Director, Sales Overlay – Advisory Services

at athenahealth

• Job title: Director, Sales Overlay – Advisory Services
• Job type: Full Time
• Experience level: Lead
• Salary: $147,000 - $249,000 per year
• Degree requirement: Bachelor's Degree
• Location requirements: Hybrid, Boston, United States

About the role

• Director of Sales Overlay driving growth across all athena sales segments for athenahealth's Advisory Services portfolio. Collaborating with Account Executives and Sales leadership.

Responsibilities

• Drive Advisory Services bookings growth within existing accounts by collaborating with Account Executives to identify and qualify service opportunities.
• Provide direct overlay support spanning value articulation, technical scoping, proposal development, services expertise, and contract negotiation.
• Engage with senior client stakeholders including clinical, technical, and executive decision makers.
• Lead the full sales process for Advisory Services in collaboration with athena product teams, ensuring cohesive delivery of presentations, discovery sessions, demonstrations, proposals, and negotiations.
• Provide deep revenue cycle outsourcing expertise to support deal discussions and value articulation for each unique customer opportunity.
• Advise sales strategy, service positioning, pricing models, and competitive differentiation.
• Collaborate with third parties whose services we leverage in our outsourcing offerings.
• Gather and synthesize prospect, client, and sales team feedback to inform continuous improvement of service offerings and sales approaches.
• Unlock growth potential in existing accounts through strategic solutioning and relationship management.
• Maintain accurate sales forecast and pipeline data, leveraging CRM tools to provide transparency and enable data-driven decision making.

Requirements

• Bachelor’s degree required; technology-based or Master’s degree preferred
• 5 -10+ years of professional sales experience, with 5+ years in services sales within healthcare environments
• Demonstrated track record of meeting or exceeding sales quotas managing complex enterprise sales opportunities
• Proven consultative selling skills and success engaging senior executives in healthcare or technology organizations
• Strong understanding of healthcare industry economics, digital health technology, clinical workflows, and revenue cycle management
• Exceptional communication, negotiation, and executive presence
• Ability to influence and build relationships at multiple organizational levels including C-suite
• Deep understanding of revenue cycle roles/responsibilities/processes.

Benefits

• Health insurance
• 401(k) matching
• Flexible work hours
• Paid time off
• Employee assistance programs
• Tuition assistance
• Commuter support
• Collaborative workspaces