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JOB TITLE: SALES ACTIVATION & ENABLEMENT ASSOCIATE

Position Summary:

The Sales Activation & Enablement Associate is responsible for supporting and optimizing outbound sales outreach strategy for the Group Segment Marketing team, serving as a key partner to both Group Marketing and Sales Development stakeholders. This individual will develop audience-specific outbound messaging, SDR enablement materials, and activation strategies designed to improve prospect engagement, meeting conversion, and downstream pipeline performance across the Group business.

This role requires a highly collaborative, analytical, and creative marketer who is passionate about messaging strategy, experimentation, and performance optimization. The ideal candidate is an exceptional communicator who enjoys partnering cross-functionally, leveraging data to inform decisions, and testing innovative approaches — including AI-driven solutions — to enhance personalization, scalability, and engagement. Success in this role will be measured by the ability to improve key funnel conversion metrics, including account-to-meeting rates, meeting-to-gross add rates, and prospect engagement metrics such as clicks, positive replies, and meetings booked.

About the Team:

The Group Segment Marketing Team owns the Group go-to-market strategy for healthcare organizations between 6-275 MDs, working in close alignment with our Sales stakeholders and Marketing partners to help grow Group pipeline and bookings. We support the new and existing logo Group business through at-scale, 1:few, and 1:1 tactics informed by our strategy to grow the business across our key audiences, by leveraging tactics like web and paid media, lead generation partnerships, outbound activations, industry and proprietary events, sales outreach & enablement, active pipeline deal support, and customer growth marketing.

Essential Job Responsibilities:

• Draft SDR outreach content — including emails, call scripts, LinkedIn messaging, and related enablement materials — for each new logo, audience-specific outbound activation deployed by the Group Marketing team
• Develop compelling sales development messaging strategies tailored to key Group buyer personas, audience sub-segments, specialties, and current vendor landscapes
• Determine the right messaging and content approaches to maximize prospect engagement, increase positive reply rates, and drive meetings booked
• Conduct A/B testing across messaging, cadence structure, timing, and personalization strategies to continuously optimize outreach performance and conversion outcomes
• Innovate with AI-driven tools and workflows to improve SDR outreach efficiency, personalization, scalability, and testing capabilities

• Monitor and analyze the performance of Marketing-prescribed SDR outreach, including engagement metrics, meeting conversion rates, downstream funnel impact, and audience-specific trends
• Work closely with Group Marketing leadership the Group Segment Strategist to provide data-driven recommendations to optimize outbound activation performance and improve account-to-meeting and meeting-to-gross add conversion rates, including recommendations related to tactic mix, messaging and content strategy, structure and frequency, and personalization approaches

Additional Job Responsibilities:

• Act as a key liaison between Group Marketing and SDR leadership teams to ensure alignment on marketing messaging and tactics, prospect trends, business priorities, and prospecting strategies

• Lead a recurring weekly meeting with SDR leadership focused on activation readiness, messaging feedback, outreach performance, and enablement opportunities
• Gather and synthesize feedback from SDR leaders and individual SDRs, including the SDR Marketing Committee, to continuously improve messaging resonance, SDR adoption, and activation effectiveness

• Partner with the Email Marketing team and the Group Upper Funnel Programs Manager to ideate, develop and execute nurture streams for key Group audiences

• Support nurture strategy development by helping identify effective content, sequencing, messaging, and engagement opportunities designed to increase buyer engagement and conversion
• Collaborate cross-functionally to ensure nurture content aligns with broader Group Segment marketing priorities and messaging strategies, utilizing performance metrics to enhance and pivot strategies where warranted
• Work closely with Group Marketing leadership to support execution of proprietary events for engaged Group prospects and customers, including development of recruitment materials, coordination of attendee research, and post-event impact reporting
• Own the creation of the Group Marketing bi-weekly newsletter, collaborating across the Segment Marketing team and other partners to provide input
• Support broader Group Marketing operational needs as required to ensure strong cross-functional coordination and communication

Expected Education and Experience:

• 2+ years of experience in Marketing, Sales Enablement, SDR Operations, Campaign Strategy, or related B2B growth-focused roles
• Bachelor's degree in marketing or similar focus
• Strong writing and messaging development skills, with the ability to tailor communications to different buyer personas and audiences, with an enthusiasm for leveraging AI and emerging technologies to improve marketing and sales workflows
• Analytical mindset with experience conducting A/B testing and evaluating campaign, outreach, and engagement performance data and translating insights into recommendations
• Experience partnering cross-functionally with sales and marketing teams across various levels of leadership
• Familiarity with outbound sales motions, SDR workflows, prospecting strategies, and sales engagement best practices
• An accountable, detail-oriented self-starter with the ability to manage multiple initiatives simultaneously while working independently and flexibly in a sales-paced environment
• Excellent communication, collaboration, and interpersonal skills
• Candidates for this position must be able to work east coast hours

 

Expected Compensation

$54,000 - $92,000

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.