Enterprise Sales Development Representative

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

External Job Title: Sales Development Representative  

Internal Job Title: Sales Development Representative  

Job Profile Code: 101862

Cohort: Associate

Department: Inside Sales  

Reports to: Manager, Inside Sales  

FLSA Classification: Non-Exempt

Full Time Location of Role: Watertown, MA

Travel: <5%

Position Summary: The Sales Development Representative (SDR) is responsible for developing outreach strategies for named account assigned in partnership with the specific Territory Sales Executives to convert practices typically above 3 providers to sales qualified leads with the intent of driving bookings. The SDR will partner closely with the Sales Executives in territory and will be accountable to developing effective outreach strategies informed by his or her understanding of the defined account qualification in partnership with the Marketing and Sales Development teams.

Responsibilities include but are not limited to:

Outreach Strategy Design (50%)

• Building effective outreach strategies, leveraging Marketing programs such as events and webinars and utilizing content to engaged defined prospects along the nurture stream

• Partnering  with Sales Executives in assessing effectiveness of outreach strategy and iterating when necessary 

  Outreach and Discovery (50%)

• Timely responds to inbound inquiries for practices between 3-5 providers, through self-designed outreach strategy, about athena’s services through direct phone and email outreach

• Discover and Confirm qualification of leads through verifying factors such as practice details and current system offerings

• Establishing and cultivating relationships with prospects in the process of guiding the practice through the sales pipeline to the Sales Executive team

Education, Experience, & Skills Required:

• Bachelor’s degree or equivalent experience

• Experience working in a commissioned environment is expected, specific experience and understanding of athenahealth services (typically acquired through previous experience in Sales Development role) is strongly preferred

•  Demonstrated ability to effectively partner with a Sales Executive team through execution of assigned responsibilities and comprehension of a defined territory is preferred  

• Computer knowledge/technological skills- the person should be adept in using search tools, browsers and also email features; attaching files to correspondence, utilizing tracking and management features, including familiarity of CRM solutions

• Knowledge of sales & customer service principles and methods

• A strong working knowledge of Microsoft Office, and specifically Excel and Word

Desired Personal Attributes

• Ability to operate independently and hypothesize, design, and execute on independent working plans

• Good social skills, demonstrates initiative, resilience and persuasiveness

• Attention to detail

• Ability to comprehend, capture as well as interpret and react to basic customer information

• Ability to treat people with respect under all circumstances

• Ability to adapt to change and meet the changing demands of the work environment

• Dependability; to follow instructions as well as take responsibility for their actions

• Quality management - look for means of improving as well as promoting quality

• Great written and verbal communication skills and a sound knowledge of telephone etiquette

• Ability to make efficient use of resources

• Resourceful approach to solving problems

• Ability to maintain poise and a sense of humor in a fast-paced work environment

• High level of motivation / energy – hungry to succeed and advance

• Able to maintain customer confidentiality