: Enterprise Sales Development Representative
311 Arsenal Street
Watertown, MA 02472

Employee Testimonials

Office Tour Photos


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 athenas 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:

Bachelors 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


Employee Testimonials

Olivia Adams
Lead Member Of Technical Staff

“I enjoy working at athenahealth because I am making something that matters.  My passion isn’t writing code - it’s what writing code enables me to do, which is make something for other people.  And there’s no nobler cause than healthcare.”


Sherry Cheuk
Product Operations Manager

“athenahealth has a mission to transform healthcare, which is something I really admire.  Every company out there is trying to grow, but I think our focus on making an impact and delivering value is really powerful.  Our work is about improving people’s lives.”