SDR Manager at athenahealth
Boston, MA 02108
About the Job
Join us as we work to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all.The Opportunity: Healthcare needs people driven by a mission to fortify patient care through technology. Our sales team at athena is at the forefront of this change, connecting doctors to innovation. We are looking for someone who thrives on both friendly competition as well as a culture comprised of energized employees who teach, learn and play as a team to win. If you’re passionate about sales and are looking for a role that will have a large impact, athena’s sales organization is looking for you! Position Summary: This individual will be responsible for overseeing a team of Sales Development Representatives (SDRs), whose goal is to source new qualified leads for our Sales Executives who are selling athenahealth’s cloud based solutions to physician organizations with between 1-5 doctors
The SDR Manager will partner with multiple Sales Territory Managers to analyze each market and create strategic outreach campaigns to help drive bookings
The individual will also be responsible for building a collaborative and inclusive environment for their teams by providing upskilling opportunities and career advancement opportunities and coaching /feedback sessions. Responsibilities may include, but are not limited to: 70% Team Management Coach, develop, support and lead a team of SDRs Collaborate with Sales Territory Managers to establish priorities and processes for the team to drive success Partner with Sales Territory Managers to plan and strategize where outbound nurturing campaigns are needed to assist in developing prospecting activity within assigned territories Work with SDRs to strategize and establish next steps for sourcing leads, including creating outreach strategies, refining effective messaging and ensuring the timely execution of these campaigns Monitor performance goals and objectives of all direct reports, daily, weekly and monthly, while providing ongoing feedback Provide both formal and informal training to SDRs to further support their development Recognize and reward accomplishments and contributions Participate in team hiring initiatives through interviewing and assessing candidates Document and deliver performance reviews including any necessary disciplinary actions, including terminations Stay up to date on athena’s product lines, industry intelligence and challenges, and client needs and feedback, especially any market intelligence as it pertains to respective territories Building collaborative, inclusive, and supportive culture by creating a place of psychological safety during 1:1’s and team settings 20% Sales Operations Produce accurate forecasts to help Sales Executives achieve monthly, quarterly, and annual quota Develop and refine best practices and ensure adherence to Salesforce usage and data integrity Consistently track all outreach in Salesforce 10% Special Projects/Other Identify and help prioritize programs and initiatives to support the SGS strategy Regularly contribute ideas, solutions and alternative approaches to meet business objectives Collaborate with other internal departments (BDRs, Sales, Marketing, etc.) as it relates to sales efforts and lead generation Education, Experience, & Skills Required: Bachelor’s degree required 4+ years of sales experience (inside or otherwise) required; 3+ years of managing an inside sales team Understands a full-cycle sales process Working knowledge of CRM, preferably salesforce Mastery of all Microsoft Office applications, including Outlook, Word, Excel and PowerPoint Behaviors & Abilities Required: Ability to mentor and coach the development of others through continual feedback and effective communications Ability to establish a deep understanding of professional motivators of others, leveraging this knowledge to inspire a team Demonstrates critical thinking skills to understand issues that are relevant for prospects and to athena, to drive towards desired outcomes Excellent communication skills- both written and verbal Strong presentation (both on the phone and in person) Ability to prioritize and manage multiple needs at once A team player and positive attitude Exceptional organizational and time management skills Strong business acumen Flexibility to work unpredictable hours in a fast-paced environment Must be a self-starter with the ability to work independently Displays professionalism internally and externally About athenahealthHere’s our vision: To create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all. What’s unique about our locations? From an historic, 19th century arsenal to a converted, landmark power plant, all of athenahealth’s offices were carefully chosen to represent our innovative spirit and promote the most positive and productive work environment for our teams
Our 10 offices across the United States and India — plus numerous remote employees — all work to modernize the healthcare experience, together. Our company culture might be our best feature. We don't take ourselves too seriously
But our work? That’s another story. athenahealth develops and implements products and services that support US healthcare: It’s our chance to create healthier futures for ourselves, for our family and friends, for everyone. Our vibrant and talented employees — or athenistas, as we call ourselves — spark the innovation and passion needed to accomplish our goal
We continue to expand our workforce with amazing people who bring diverse backgrounds, experiences, and perspectives at every level, and foster an environment where every athenista feels comfortable bringing their best selves to work. Our size makes a difference, too: We are small enough that your individual contributions will stand out — but large enough to grow your career with our resources and established business stability. Giving back is integral to our culture
Our athenaGives platform strives to support food security, expand access to high-quality healthcare for all, and support STEM education to develop providers and technologists who will provide access to high-quality healthcare for all in the future
As part of the evolution of athenahealth’s Corporate Social Responsibility (CSR) program, we’ve selected nonprofit partners that align with our purpose and let us foster long-term partnerships for charitable giving, employee volunteerism, insight sharing, collaboration, and cross-team engagement. What can we 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. In addition to our traditional benefits and perks, we sponsor events throughout the year, including book clubs, external speakers, and hackathons
And 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. 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. athenahealth is committed to a policy of equal employment opportunity—that’s why we recruit and hire applicants without regard to race, color, religion, sex (including pregnancy), national origin, disability, age, sexual orientation, veteran status, genetic information, gender identity, gender expression, or any other factor prohibited by law
We’re happy to provide a reasonable accommodation, for those with a disability, to complete any part of the application process
If you are unable to access or use this online application process and need an alternative method for applying, please contact us at
The SDR Manager will partner with multiple Sales Territory Managers to analyze each market and create strategic outreach campaigns to help drive bookings
The individual will also be responsible for building a collaborative and inclusive environment for their teams by providing upskilling opportunities and career advancement opportunities and coaching /feedback sessions. Responsibilities may include, but are not limited to: 70% Team Management Coach, develop, support and lead a team of SDRs Collaborate with Sales Territory Managers to establish priorities and processes for the team to drive success Partner with Sales Territory Managers to plan and strategize where outbound nurturing campaigns are needed to assist in developing prospecting activity within assigned territories Work with SDRs to strategize and establish next steps for sourcing leads, including creating outreach strategies, refining effective messaging and ensuring the timely execution of these campaigns Monitor performance goals and objectives of all direct reports, daily, weekly and monthly, while providing ongoing feedback Provide both formal and informal training to SDRs to further support their development Recognize and reward accomplishments and contributions Participate in team hiring initiatives through interviewing and assessing candidates Document and deliver performance reviews including any necessary disciplinary actions, including terminations Stay up to date on athena’s product lines, industry intelligence and challenges, and client needs and feedback, especially any market intelligence as it pertains to respective territories Building collaborative, inclusive, and supportive culture by creating a place of psychological safety during 1:1’s and team settings 20% Sales Operations Produce accurate forecasts to help Sales Executives achieve monthly, quarterly, and annual quota Develop and refine best practices and ensure adherence to Salesforce usage and data integrity Consistently track all outreach in Salesforce 10% Special Projects/Other Identify and help prioritize programs and initiatives to support the SGS strategy Regularly contribute ideas, solutions and alternative approaches to meet business objectives Collaborate with other internal departments (BDRs, Sales, Marketing, etc.) as it relates to sales efforts and lead generation Education, Experience, & Skills Required: Bachelor’s degree required 4+ years of sales experience (inside or otherwise) required; 3+ years of managing an inside sales team Understands a full-cycle sales process Working knowledge of CRM, preferably salesforce Mastery of all Microsoft Office applications, including Outlook, Word, Excel and PowerPoint Behaviors & Abilities Required: Ability to mentor and coach the development of others through continual feedback and effective communications Ability to establish a deep understanding of professional motivators of others, leveraging this knowledge to inspire a team Demonstrates critical thinking skills to understand issues that are relevant for prospects and to athena, to drive towards desired outcomes Excellent communication skills- both written and verbal Strong presentation (both on the phone and in person) Ability to prioritize and manage multiple needs at once A team player and positive attitude Exceptional organizational and time management skills Strong business acumen Flexibility to work unpredictable hours in a fast-paced environment Must be a self-starter with the ability to work independently Displays professionalism internally and externally About athenahealthHere’s our vision: To create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all. What’s unique about our locations? From an historic, 19th century arsenal to a converted, landmark power plant, all of athenahealth’s offices were carefully chosen to represent our innovative spirit and promote the most positive and productive work environment for our teams
Our 10 offices across the United States and India — plus numerous remote employees — all work to modernize the healthcare experience, together. Our company culture might be our best feature. We don't take ourselves too seriously
But our work? That’s another story. athenahealth develops and implements products and services that support US healthcare: It’s our chance to create healthier futures for ourselves, for our family and friends, for everyone. Our vibrant and talented employees — or athenistas, as we call ourselves — spark the innovation and passion needed to accomplish our goal
We continue to expand our workforce with amazing people who bring diverse backgrounds, experiences, and perspectives at every level, and foster an environment where every athenista feels comfortable bringing their best selves to work. Our size makes a difference, too: We are small enough that your individual contributions will stand out — but large enough to grow your career with our resources and established business stability. Giving back is integral to our culture
Our athenaGives platform strives to support food security, expand access to high-quality healthcare for all, and support STEM education to develop providers and technologists who will provide access to high-quality healthcare for all in the future
As part of the evolution of athenahealth’s Corporate Social Responsibility (CSR) program, we’ve selected nonprofit partners that align with our purpose and let us foster long-term partnerships for charitable giving, employee volunteerism, insight sharing, collaboration, and cross-team engagement. What can we 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. In addition to our traditional benefits and perks, we sponsor events throughout the year, including book clubs, external speakers, and hackathons
And 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. 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. athenahealth is committed to a policy of equal employment opportunity—that’s why we recruit and hire applicants without regard to race, color, religion, sex (including pregnancy), national origin, disability, age, sexual orientation, veteran status, genetic information, gender identity, gender expression, or any other factor prohibited by law
We’re happy to provide a reasonable accommodation, for those with a disability, to complete any part of the application process
If you are unable to access or use this online application process and need an alternative method for applying, please contact us at
taoperations@athenahealth.com
for assistance.SummaryLocation: Boston MA; Austin TX; Atlanta GAType: Full time 