Inside Sales Commercial Strategy & Enablement, Senior Associate

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

The Sr. Associate, Inside Sales Commercial Strategy & Enablement plays a hands-on role in supporting the day-to-day readiness and ongoing development of the Inside Sales organization. This individual is responsible for ensuring new hires are fully equipped to operate in their tools and technology environment from day one, and that reps and managers have access to timely, relevant coaching resources and upskilling programs throughout their tenure.

This is an execution-focused role that operates at the intersection of onboarding, tools enablement, and in-role coaching. The ideal candidate is organized, curious, and energized by helping salespeople build confidence and capability — not just in what to sell, but in how to work effectively using the systems and platforms that power the Inside Sales motion. This role is based in a hybrid work environment and reports to the Senior Manager, Commercial Enablement.

Essential Responsibilities:

60% – Tools & Processes Enablement

Own New Hire Technology and Process Readiness

• Serve as the primary live and asynchronous trainer for new hire tools onboarding across core platforms including Outreach, Chorus, Highspot, Salesforce, various AI tools, and LMS.

• Design and maintain structured technology onboarding checklists, job aids, and quick-start guides for each platform in the Inside Sales tech stack.

• Partner with CSO and IT to ensure new hires have access, provisioning, and foundational training on all required systems before or during their first week.

• Track tools adoption and proficiency during onboarding; flag gaps and escalate blockers

• Ensure all new inside sellers have the skillset, context, and understanding to use our tech stack

Maintain & Evolve Platform Training Content

• Create and update role-specific training content for each tool in the stack, including how-to guides, recorded walkthroughs, and workflow-specific tips.

• Ensure training content in Highspot and the LMS is current, accurate, and organized for easy self-serve access.

• Build and maintain a library of Chorus call examples, Outreach content, and Digital Sales Room best practices to support ongoing rep development.

• Support Tools Adoption & Reinforcement – particularly as it relates to AI in Inside Sales

• Facilitate tools-focused training sessions, office hours, and refresher workshops for both new hires and tenured reps.

• Identify usage gaps through reporting and rep feedback; develop targeted interventions to improve adoption and workflow efficiency.

• Partner with frontline managers to surface tools utilization data and recommend coaching focus areas.

30% – In-Role Coaching & Upskilling

Support Structured Coaching Programs

• Assist in the design and coordination of structured coaching programs, including call review cadences using Chorus, skills assessments, and manager-led coaching guides.

• Curate and tag call libraries to support skill-based coaching themes (e.g., discovery, objection handling, qualification).

• Help track coaching completion and effectiveness metrics and surface insights

Deliver Targeted Upskilling Initiatives

• Create and execute on in-role skill-building workshops focused on areas such as prospecting workflows, outbound sequencing, objection handling, and pipeline hygiene.

• Develop a soft skill coaching program to help inside sales team members grow in key sales skills

• Build job aids, playbooks, and reference materials that reinforce skills developed in training and can be accessed in the flow of work.

• Coordinate and facilitate role-plays, practice scenarios, and skills assessments as part of structured development programming.

• Partner with a products and services focused team member to upskill reps on our offering

Assist with Rep Progression Readiness

• Support the implementation of readiness criteria and certification checklists that validate skill acquisition for tenured reps pursuing progression.

• Help track individual and cohort progress against enablement milestones and surface readiness insights to managers.

10% – Operational Support & Cross-Functional Coordination

• Manage LMS course assignments, completion tracking, and reporting for Inside Sales programs.

• Coordinate logistics for training sessions including scheduling, materials prep, attendee communications, and post-session follow-up.

• Support program reporting by pulling data from enablement platforms and assembling updates for the Sr. Manager.

• Partner with Marketing, Sales Operations, and HR to ensure alignment on content, messaging, and program timelines.

Expected Compensation

$75,000 - $127,000

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.