• own the multi‑year account strategy for assigned clients • serve as the primary executive‑level contact for client leadership • lead renewal strategy and negotiations, in partnership with underwriting, legal and finance • develop and present clear recommendations on pricing, guarantees, and solution design • manage relationships with consultants influencing assigned accounts • provide clear direction to internal partners, including Account Executives and functional teams

• Own the multi-year account strategy for assigned clients. • Serve as the primary executive-level contact for client leadership. • Help clients understand options, tradeoffs, and implications of complex pharmacy benefit decisions. • Lead renewal strategy and negotiations, in partnership with underwriting, legal and finance. • Develop and present clear recommendations on pricing, guarantees, and solution design. • Identify growth opportunities through disciplined financial and strategic evaluation aligned to client goals. • Leverage analytics platforms and AI-enabled tools to monitor performance and identify risks or opportunities. • Maintain working knowledge of account economics, including drug trend, pricing, rebates, and guarantees. • Interpret financial analyses and explain results clearly to client and internal leaders. • Balance client value with long-term business sustainability. • Manage relationships with consultants influencing assigned accounts. • Represent the organization clearly and professionally in competitive situations. • Bring relevant market and regulatory considerations into client discussions. • Provide clear direction to internal partners, including Account Executives and functional teams. • Escalate risks, resourcing needs, or execution issues through established leadership channels. • Diagnose client pain points and partner across the matrix to drive to solution.

• Plays a critical role in accelerating growth across the organization by identifying, coordinating, and advancing strategic revenue opportunities • Supports two key growth initiatives: Expanding participation in national account implementations by increasing engagement from operating companies and individual locations • Monitor & owning re-engagement on lost or declining client volumes to protect retention and wallet share • Serves as a connector between Operating Companies, National Sales, and Customer Site Managers within a decentralized organization of independently operated companies • Ensures strategic opportunities are effectively communicated, pursued, and converted into revenue

Role Description Athena is looking for a driven and results-oriented Commercial Account Executive to join our growing sales team. In this role, you'll be responsible for identifying, prospecting, and closing new business opportunities within our commercial segment, reporting directly to the Director, Commercial Sales. You'll be a key player in driving revenue growth by understanding client needs and effectively articulating Athena's unique value proposition, especially our secure, AI-augmented human-in-the-loop model. This is an exciting opportunity for someone passionate about building strong client relationships and thriving in a fast-paced, innovative environment. Duties & Responsibilities - New Business Development - Identify and target new commercial accounts within defined market segments, including small business owners, real estate, healthcare, and law firms. - Qualify inbound leads thoroughly to determine potential fit and alignment with Athena's services. - Conduct outbound prospecting activities through various channels (e.g., cold calling, email, social selling, networking events) to generate new leads and opportunities. - Develop and deliver compelling sales presentations and proposals tailored to prospective clients' needs. - Effectively negotiate contracts and close deals to achieve and exceed individual sales quotas. - Client Relationship Management - Build and maintain strong, long-lasting relationships with prospective and new clients. - Act as a trusted advisor, understanding client business challenges and positioning Athena's solutions as strategic assets. - Collaborate with the Director, Commercial Sales to develop and implement effective sales strategies and plays. - Sales Process & Pipeline Management - Know MEDDICC, Challenger, BANT, Sandler and other sales methodologies. - Manage a robust sales pipeline with accuracy and diligence within the CRM system (e.g., Hubspot). - Provide accurate sales forecasts and regular updates on pipeline status to your Director. - Adhere to established sales methodologies and processes, ensuring consistent application of best practices. - Continuously learn and articulate Athena's value proposition, including our security, training, and AI-augmented human-in-the-loop model. - Cross-Functional Collaboration - Work closely with Marketing, Client Experience, and Operations teams to ensure a seamless customer experience from initial contact through onboarding. - Provide market feedback and insights to internal teams to help refine product offerings and sales enablement materials. Skills - Exceptional prospecting and pipeline generation abilities. - Strong verbal and written communication skills, with the ability to articulate complex concepts clearly and concisely. - Excellent presentation and negotiation skills. - Ability to manage multiple priorities and deadlines effectively. - Resourceful and adaptable, with a strong ability to thrive in a dynamic, evolving startup environment. - Bachelor's degree in Business, Marketing, or a related field is preferred. - Familiarity with selling services to small and medium-sized business owners and executives is a strong plus. Competencies - Results-Oriented: Proven track record of consistently meeting or exceeding sales quotas. - Customer Focused: A genuine passion for understanding and solving client problems. - Strategic Thinking: Ability to identify opportunities and develop effective sales strategies. - Adaptability: Comfortable navigating ambiguity and evolving market conditions. - Continuous Learner: Eagerness to learn new technologies, sales methodologies, and market trends. - Proficiency in CRM software (e.g., Hubspot) for pipeline management and forecasting. Relevant Experience Required - 3-5 years of direct sales experience in a B2B or business-to-prosumer environment within technology, software, healthcare, AI, or related software sales. - Demonstrated success in prospecting, qualifying, and closing new business. - Experience managing a full sales cycle from lead generation to close. Direct Reports and Span of Control This role is an individual contributor reporting to the Director of Commercial Sales.