Executive Director, Specialty Commercial Strategy

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

The Executive Director, Specialty Commercial Strategy will lead the commercial strategy and business performance of athenahealth’s specialty growth initiative.

This leader will shape market strategy, go-to-market execution, product direction, partnerships, and growth plans while working across clinical, product, sales, marketing, customer success, onboarding, finance, and operations teams.

This position is based in Boston, MA and operates in a Hybrid work model.

This role reports to the Chief Medical Officer.

The Specialty team sits within the CMO Organization – athenahealth’s cross-functional hub connecting sales, marketing, customer success, onboarding, operations, and product.

Develop and lead the commercial strategy for the specialty initiative, including go-to-market plans, market-entry sequencing, partnerships, and bookings growth objectives.

Shape the product vision for specialty solutions by translating market intelligence and customer feedback into product requirements and partnering with Product leaders on roadmap priorities and investment decisions.

Lead and develop specialty business segment leaders responsible for expanding provider participation and business performance across priority specialty markets.

Align Product, Marketing, Sales, Customer Success, Onboarding, Finance, Analytics, and Operations teams around specialty growth priorities, execution plans, and measurable outcomes.

Drive new customer acquisition and recurring revenue growth by developing scalable, data-informed sales, demand generation, pricing, and market development strategies.

Define specialty business performance measures and partner with Finance and Analytics to strengthen reporting, evaluate profitability, monitor results, and identify opportunities for improvement.

Lead market expansion planning, including market sizing, competitive analysis, financial modeling, due diligence, and recommendations on whether to build, buy, or partner to address new opportunities.

Direct go-to-market and launch strategies for new specialty solutions while partnering with Customer Success and Onboarding leaders to strengthen the customer experience throughout the customer lifecycle.

Apply AI-enabled tools and approaches to strengthen market analysis, scenario planning, customer and competitive insights, and commercial decision-making; evaluate the business implications of emerging AI capabilities and promote responsible AI adoption across specialty strategy workflows.

Travel 10-25% annually within the United States to support customer, market, and business needs.

Represent the specialty initiative with prospects, customers, and executive stakeholders through presentations, workshops, and industry forums.

Analyze win/loss findings, competitive positioning, customer feedback, and internal performance data to refine specialty strategy and execution.

Partner with Corporate Development to identify, evaluate, and prioritize potential specialty markets, partnerships, and inorganic growth opportunities.

Develop the Specialty Long-Range Plan in partnership with clinical and Corporate Development leadership, incorporating market, competitive, and financial analysis.

Prepare and deliver monthly steering committee discussions and quarterly specialty performance updates for executive leadership.

Coach specialty business segment leaders in business planning, performance management, executive communication, and cross-functional execution.

Bachelor’s degree or equivalent relevant professional experience; MBA, MS, or…