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Existing Logo, Sales Development Representative

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Athenahealth

18d ago

  • Job
    Full-time
    Entry, Junior, Mid & Senior Level
  • Customer Relations
    Sales & Business Development
  • Boston
  • Quick Apply

AI generated summary

  • You must have strong organizational skills, client-facing interest, a strategic mindset, be research-oriented, and adaptable to change. Hybrid role; onsite 3 days/week in select cities.
  • You will manage inbound leads, engage with CSM-generated opportunities, nurture prospects, and conduct targeted outbound campaigns to strategic accounts, supporting AE-led trips.

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.
  • This is a hybrid role, working a minimum of three days per week from one of our offices in Atlanta, GA, Austin, TX, or Boston, MA.

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.

FAQs

What is the primary responsibility of the Existing Logo Sales Development Representative (SDR)?

The primary responsibility of the Existing Logo SDR is to drive revenue growth within the existing customer base through inbound lead qualification and outbound prospecting.

What percentage of the role is focused on inbound lead management?

Inbound lead management accounts for 75% of the meetings for this role.

What types of leads will the SDR engage with?

The SDR will engage with CSM-generated leads, inbound inquiries from the website and email campaigns, and will nurture leads that are not yet ready for a sales conversation.

What portion of the meetings will be dedicated to outbound prospecting?

Outbound prospecting will account for 25% of the meetings.

Who are the target clients for outbound prospecting?

The SDR will conduct targeted outbound campaigns to key accounts, build relationships with new stakeholders, and identify additional business units or departments that could benefit from the company's solutions.

What skills are required for this position?

Required skills include strong organizational skills, a client-facing interest, a strategic and analytical mindset, research-oriented capabilities, and flexibility to adapt to changes in the industry.

Is this a remote position?

No, this is a hybrid role requiring a minimum of three days per week from one of the offices located in Atlanta, GA, Austin, TX, or Boston, MA.

What is the expected salary range for this position?

The expected salary range is between $48,000 - $82,000, depending on various factors such as job-related experience and geographical market rates.

What benefits does athenahealth offer to its employees?

athenahealth provides health and financial benefits, commuter support, employee assistance programs, tuition assistance, employee resource groups, flexible work arrangements, and perks specific to each location.

How does athenahealth promote diversity, equity, and inclusion?

athenahealth prioritizes diversity, equity, and inclusion by addressing inequities in healthcare, attracting a diverse workforce, and maintaining an inclusive environment for employees, partners, and customers.

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Athenahealth

We provide network-enabled services, mobile apps, and data-driven insights to hospitals and medical organizations.

Science & Healthcare
Industry
5001-10,000
Employees
1997
Founded Year

Mission & Purpose

At athenahealth, we're not afraid to do things differently. In fact, we think it’s essential. That's why we continue to build the nation's largest connected healthcare network—a digital bridge between 100,000+ providers and their wealth of shared knowledge. With an unflinching pursuit of emerging technology and a spirit of endless innovation, athenahealth believes a better healthcare industry is just over the next hill. And we won't stop until we're there.