Existing Logo, Sales Development Representative

athenahealth • Boston, MA

5d • $48,000 - $82,000 • Hybrid

About The Position

Join us as we work to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all. The Existing Logo SDR is responsible for driving revenue growth within our existing customer base. This role involves a blended approach of inbound lead qualification and outbound prospecting to identify new opportunities, expand our footprint within key accounts, and support the broader sales team's strategic initiatives.

Requirements

• Strong organizational skills – Comfortable multitasking in an Inbound/Outbound hybrid role.
• Client-facing interest – A potential interest in working with clients and a passion for a relationship-based selling approach.
• Strategic and analytical mindset – Someone who’s motivated by using data to prospect and enjoys a more thoughtful, research-driven process (on average, about 6 research steps per client before a call).
• Research-oriented – Appreciates the value of leveraging what we know about existing clients, rather than using a "spray and pray" style of outreach.
• Flexibility – Comfortable with change, as our EL space is constantly evolving and bringing new products to market.

Responsibilities

• Inbound Lead Management (75% of meetings)
• CSM-Generated Leads: Proactively engage with leads and opportunities handed off by the Customer Success team, focusing on upsell, cross-sell, and expansion opportunities.
• Web and Email Channels: Qualify and respond to inbound inquiries from existing clients originating from our website and email campaigns.
• Lead Nurturing/ All other Marketing Channels: Nurture inbound leads that are not yet ready for a sales conversation, maintaining consistent communication until they become a viable opportunity.
• Outbound Prospecting (25% of meetings)
• Strategic Accounts: Conduct targeted outbound campaigns to key accounts, building relationships with new stakeholders and identifying additional business units or departments that could benefit from our solutions.
• Open Sockets: Identify and pursue "open sockets" or which ERCM products they do not currently have.
• In-Market Trips: Support AE-led in-market trips by prospecting into target accounts within the same geographic area to secure meetings and create a full schedule.

Benefits

• 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.
• 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.
• In addition to our traditional benefits and perks, we sponsor events throughout the year, including book clubs, external speakers, and hackathons.
• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Education Level: No Education Listed
• Number of Employees: 1,001-5,000 employees