Job Description

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

Senior Sales Operations Specialist

We are looking for a Senior Sales Operations Specialist to join our Sales Operations team within our Finance division. You will own the creation and processing of rate change contracts in support of our Account Executive and Customer Success teams, and lead complex, specialized work such as our Value-Based Care Initiatives (VCI) from intake through execution. But enough about us, let’s talk about you.

You are a meticulous, detail-oriented contracts professional who thrives in a fast-paced environment. You manage your own book of work, navigate complex and non-standard deal structures with confidence, and communicate clearly across Sales, Finance, and Billing. You operate independently — owning your work end-to-end — while still being a strong team player who looks for ways to improve the process and lift the team along the way.

About the Team

Our Sales Operations group is a team of 50 within our Finance function. With over 160,000 (and climbing) providers on our network, this team works hand in hand with our Sales and Customer Success teams to put contracts in place to bring new providers onto and grow our network.

Essential Job Responsibilities

• Precisely execute contract changes related to our rate change process initiated by Account Executives or Customer Success, including complex, non-standard, and VCI-related deals requiring independent judgment.
• Perform existing client contract research in Salesforce, compiling data to support rate changes.
• Navigate, contract, and process client assignment and assumption agreements, coordinating with Legal, Finance, and Customer Success to ensure accurate transfer of contractual rights and obligations.
• Ensure that contractual terms and provisions follow processes, guidelines, and policies
• Escalate to the appropriate decision maker when significant legal or financial risk is identified.
• Foster a culture of curiosity and continuous learning around AI applications, encouraging adoption of new tools that drive operational excellence.
• Cross-Train/Mentor Associate team members and train internal stakeholders on the rate change process, including providing guidance on how to set up opportunities and submitting requests.
• Daily monitoring of Salesforce dashboards to validate and process all closed opportunities.
• Partner closely with Finance, Sales Operations, and Billing, proactively communicating status and keeping all stakeholders updated on sales orders and project progress.
• Identify process gaps and drive improvements to scale the rate change and contracting function.
• Audit work done by Third-Party Contractors.
• Create and maintain process-related reference documents.

Expected Education and Experience

• Bachelor’s Degree or equivalent work experience
• 5–7+ years of proposals or contract experience required, with demonstrated ownership of complex, non-standard, and specialized deal types (e.g., Value-Based Care Initiatives, assignment and assumption agreements) from intake through execution
• Experience working with Salesforce Lightning and Salesforce Billing preferred
• Exceptional attention to detail and a consistently high level of accuracy, even under tight deadlines and across complex contract structures
• Excellent verbal and written communication skills, with the ability to influence and align cross-functional stakeholders across Sales, Finance, and Billing
• Excellent data entry skills to quickly and accurately review and input data into Salesforce
• Excellent time management and organizational skills, with proven ability to manage a high volume, competing-priority workload independently and with minimal oversight
• Self-starter and driver who owns their book of business end-to-end, while collaborating effectively as part of a team and proactively surfacing suggestions for process improvement
• Comfort working with complex concepts and specialized programs (e.g., Value-Based Care Initiatives), translating ambiguity into structured, executable deliverables

Expected Compensation

$59,000 - $99,000

The base salary range shown reflects the full range for this role from minimum to maximum. At athenahealth, base pay depends on multiple factors, including job-related experience, relevant knowledge and skills, how your qualifications compare to others in similar roles, and geographical market rates. Base pay is only one part of our competitive Total Rewards package - depending on role eligibility, we offer both short and long-term incentives by way of an annual discretionary bonus plan, variable compensation plan, and equity plans.