Position Summary:

Drive strategic partnerships with US payers by selling athenahealth’s innovative data exchange and clinical insight services. As Director of Payer Sales, you’ll leverage our cloud-based platform to connect payers with thousands of healthcare providers, creating seamless information sharing that improves care decisions while reducing administrative burden. Your consultative sales approach will help payers address critical challenges through our suite of solutions including Care Gaps, Diagnosis Gaps, and Electronic Prior Authorization. This high-impact role requires a hunter mentality and comfort with ambiguity as you bring both established and emerging solutions to market. This position reports directly to the Vice President of Payer Strategy.

About the Team:

The Payer Sales team is at the forefront of athenahealth’s vision to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all. Our team connects payers to innovation through athenaPayer, which enables the exchange of clinical data and insights between payers and providers. We partner closely with Product and Customer Success teams to deliver solutions that streamline administrative processes and support optimal care decisions. Our cloud-based, single-instance platform enables near real-time sharing of critical information across the largest open network in healthcare, creating significant value for both payers and providers.

Essential Job Responsibilities:

• Meet or exceed assigned sales targets by developing and closing new business opportunities with US payers

• Manage assigned territory independently, developing a pipeline of qualified sales opportunities through a consultative sales process

• Lead full sales pursuits including corporate presentations, demonstrations, ROI presentations, and proposal delivery based on assessed business needs

• Develop lead generation processes within territory using existing tools, resources, and personal industry connections

• Assess individual organization’s needs and demonstrate how athenahealth’s payer offerings meet or exceed their business requirements

• Guide prospects and clients through the buying process, leveraging athenahealth’s resources to demonstrate value and overcome objections

• Orchestrate cross-functional collaboration by engaging stakeholders across athenahealth (SDR, CSM, CSG, Legal, Finance, Onboarding) to advance deals and manage client activities

• Provide leadership with accurate pipeline visibility and forecasting to support strategic business planning

• Travel required 60% annually to support field sales activities and client engagement