Senior Associate, Commercial Training & Enablement
About the role
The Senior Associate, Inside Sales Training & Enablement plays a critical role in driving seller readiness and skill development across the Inside Sales organization. This role is responsible for the end-to-end ownership and execution of the Quest to SGS upskilling program, ensuring representatives build the capabilities required to progress and perform at a high level.
Responsibilities
50% – Quest to SGS Program Ownership: Own and execute the Quest to SGS upskilling program end-to-end, including facilitation, curriculum updates, assessments, and certification standards. Continuously refine program content to align with evolving sales priorities, methodology, and performance expectations. Track and report on program effectiveness, including progression, certification outcomes, and skill development trends. Partner with Inside Sales leadership to ensure alignment on readiness expectations and progression criteria. Identify skill gaps within SGS cohorts and incorporate targeted improvements into program delivery.
20% – Inside Sales Camp (Onboarding): Delivery & Skill Reinforcement: Partner with CSOE to co-deliver the Inside Sales Camp onboarding program for new hires. Facilitate onboarding sessions focused on core selling skills (e.g., discovery, messaging, objection handling) and how to position athena’s products and solutions in market. Reinforce application of selling behaviors through role plays, practice scenarios, and live feedback. Support new hire readiness by helping sellers build confidence in early-stage conversations. Provide feedback to CSOE, enablement, and sales leadership on onboarding effectiveness and opportunities for improvement.
20% – Seller Readiness & Certification: Support: Support pitch and demo readiness programs through facilitation of teachbacks, mock scenarios, and certification sessions. Provide direct, actionable feedback to reps on presentation skills, messaging, discovery, and objection handling. Partner with lead trainers to reinforce core selling behaviors in live and simulated environments. Help execute structured certification programs tied to key selling milestones and role progression. Support transition from onboarding to in-role performance by reinforcing skills introduced during Inside Sales Camp.
10% – Program & Operational Support: Support scheduling, coordination, and logistics for enablement programs. Track participation, completion, and certification data across programs. Partner with CSOE to ensure alignment between onboarding content, tools training, and skill-based enablement materials. Provide reporting and insights to support program evaluation and continuous improvement. Use available AI tools (e.g., call analysis, content generation, or learning platforms) to enhance training delivery, analyze seller performance, and continuously improve program effectiveness.
Qualifications
Expected Education & Experience: Bachelor’s degree required. 2–4+ years of experience in Inside Sales, Sales Enablement, Sales Training, or a related field. Direct experience working in or closely supporting Inside Sales teams strongly preferred. Experience facilitating training sessions, workshops, or coaching conversations preferred. Strong understanding of Inside Sales fundamentals, including discovery, messaging, objection handling, and pipeline development. Ability to deliver clear, direct, and actionable feedback to sales reps. Confidence facilitating live sessions, role plays, and certification exercises. Strong communication and interpersonal skills; comfortable working directly with frontline sellers and providing actionable feedback. High level of organization and ability to manage multiple programs simultaneously. Collaborative mindset with the ability to partner across Commercial Enablement, CSOE, and Sales Leadership. Data-oriented mindset with the ability to track program effectiveness and identify improvement opportunities. Passion for helping sellers improve performance and build confidence in their roles.
Benefits
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.