Business Development Senior Associate



Sales & Business Development
Remote · United States
Posted on Tuesday, August 29, 2023

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

Position Summary:

The epocrates Business Development Sr. Associate is responsible for developing outreach strategies for pharmaceutical accounts/brands and other targeted accounts to identify contacts for initial meetings. The Sr. Associate will pursue both cold outreach and support the Sales team with further penetrating within assigned accounts. Qualification may include initial discovery calls/meetings. This will require leveraging various lead sources including marketing campaigns, web leads, various target lists as well as individual research and news tools. The Sr. Associate will also be tasked with managing smaller new opportunities further along the sales cycle and potentially through to close.

Essential Functions (Duties and Responsibilities):

Outreach Strategy Design (30%)

  • Building effective outreach strategies, leveraging Marketing programs such as events and webinars and utilizing content to engaged defined prospects along the nurture stream

  • Partnering with Marketing and Management on outreach strategies for alternative markets including medical device, consumer healthcare, scrubs companies and other audiences relevant to the epocrates user base

  • Partnering with Sales Executives in assessing effectiveness of outreach strategy and iterating when necessary

Outreach and Discovery (55%)

  • Timely responses to inbound inquiries through web and marketing leads, through self-designed outreach strategy, about epocrates’ services through direct phone and email outreach

  • Discover and Confirm qualification of leads through verifying factors such as lifecycle of the brand and relevance to the epocrates user base

  • Establishing initial relationships with prospects to qualify opportunity and initiate hand to the Sales Executive team

  • Manage assigned smaller new opportunities further along the sales cycle and potentially through to close

Other (15%)

  • Support SDR Associates with outreach strategy and design to ensure professional, impactful communications

  • Participate in coaching and mentoring new SDRs

  • Participate in projects specific to optimizing Lead and outreach workflows and reporting

Education & Experience Required:

  • Bachelor’s degree or equivalent experience

  • Experience working in a commissioned environment is expected, specific experience and understanding of basic outreach strategies and client communications required

  • Demonstrated ability to work independently but also effectively partner within a team environment

  • Computer knowledge/technological skills- the person should be adept in using search tools, browsers and also email features; attaching files to correspondence, utilizing tracking and management features, including familiarity of CRM solutions

  • Knowledge of sales & customer service principles and methods

  • A strong working knowledge of Microsoft Office, and specifically Excel and Word

Knowledge & Skills:

  • Ability to operate independently and hypothesize, design, and execute on independent working plans

  • Good social skills, demonstrates initiative, resilience and persuasiveness

  • Attention to detail

  • Ability to comprehend, capture as well as interpret and react to basic customer information

  • Ability to treat people with respect under all circumstances

  • Ability to adapt to change and meet the changing demands of the work environment

  • Dependability; to follow instructions as well as take responsibility for their actions

  • Quality management - look for means of improving as well as promoting quality

  • Great written and verbal communication skills and a sound knowledge of telephone etiquette

  • Ability to make efficient use of resources

  • Resourceful approach to solving problems

  • Ability to maintain poise and a sense of humor in a fast-paced work environment

  • High level of motivation / energy – hungry to succeed and advance

  • Able to maintain customer confidentiality

For candidates located in California, Colorado, New York City, and Westchester County (NY), please visit the following link for pay range information:



New York:

About athenahealth

Here’s our vision: To create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all.

What’s unique about our locations?
From an historic, 19th century arsenal to a converted, landmark power plant, all of athenahealth’s offices were carefully chosen to represent our innovative spirit and promote the most positive and productive work environment for our teams. Our 10 offices across the United States and India — plus numerous remote employees — all work to modernize the healthcare experience, together.

Our company culture might be our best feature.
We don't take ourselves too seriously. But our work? That’s another story. athenahealth develops and implements products and services that support US healthcare: It’s our chance to create healthier futures for ourselves, for our family and friends, for everyone.

Our vibrant and talented employees — or athenistas, as we call ourselves — spark the innovation and passion needed to accomplish our goal. We continue to expand our workforce with amazing people who bring diverse backgrounds, experiences, and perspectives at every level, and foster an environment where every athenista feels comfortable bringing their best selves to work.

Our size makes a difference, too: We are small enough that your individual contributions will stand out — but large enough to grow your career with our resources and established business stability.

Giving back is integral to our culture. Our athenaGives platform strives to support food security, expand access to high-quality healthcare for all, and support STEM education to develop providers and technologists who will provide access to high-quality healthcare for all in the future. As part of the evolution of athenahealth’s Corporate Social Responsibility (CSR) program, we’ve selected nonprofit partners that align with our purpose and let us foster long-term partnerships for charitable giving, employee volunteerism, insight sharing, collaboration, and cross-team engagement.

What can we do for you?
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.

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

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.