Angela M. Sartori

Led a high-performing sales organization, exceeding booking budgets by selling $35M against a $30.6M goal in 2024.
Drove quota achievement through strategic transformation in a complex, fast-paced market segment within a fixed TSAM. Inspired and drove a team of over 25 members, fostering collaboration and innovation to surpass growth objectives.
Implemented operational excellence initiatives to enhance performance and drive results.

Sales Leadership & Business Growth (2023–2024).

• Delivered $73.5M+ in total bookings across two years, consistently outperforming goals, despite macroeconomic headwinds, product service gaps, and staffing challenges.
• Exceeded the 2024 quota by 114%, driving $32M in bookings, with 62% from cross-sell opportunities and a strong focus on net-new services.
• Led strategic initiative, surpassing a $17.5M non-core target by closing a $2.3M gap in under 10 business days through strategic planning and team mobilization.
• Achieved regional success, with 3 of 4 regions exceeding EC goals in 2024; maintained strong performance of 81% in 2023, despite the VCI Program, a coding pause, and coverage gaps.
• Directed VOW program transition, converting clients to direct contracts with 80% attached to ERCM services. Successfully managed complex, high-stakes negotiations to preserve client trust while collaborating closely with Finance to resolve significant pricing gaps caused by legacy VOW pricing practices.
• Introduced the Pre-sale Chart Review (PSCR) in Q4 of 2024, securing 6 high-value deals worth $718K in under 15 business days, transforming the approach to competitive opportunities. Set the stage for 2025.
• 2023 Highlight – Led VCI Initiative, managing 236+ opportunities and implementing 5 phases impacting 4K+ customers. Delivered $7.4M in gross bookings and $678K in rate increases by partnering daily with Finance and CSM teams to review, reprice, and re-approach accounts—while simultaneously driving cross-sell opportunities for additional services.
• Drove sustained growth in key channels, including:
• 54% increase in ERCM wins and 122% growth in bookings tied to the CSM channel over two years.
• +6% leads, +28% meetings, +14% gross adds, +15% wins, and +17% bookings in 2023.
• Strengthened cross-functional partnerships with Product, Finance, and CSM teams to enhance client experience and retention during major business transformations.

Overview: Led the launch and growth of a brand-new Existing Logo Sales team within the Small Group Segment, pioneering a commercial approach to expand revenue from an established client base of approximately 10,000 accounts nationwide.

Key Achievements & Responsibilities:

• Strategic Leadership: Designed and executed sales strategies to accelerate growth, expand market share, and align with athenahealth’s vision for financial performance.
• Team Building & Enablement: Built the team from the ground up—hired 2 leaders and 10 Account Executives, trained new hires (including those without prior sales experience) on athenaOne and emerging revenue cycle services.
• Market Expansion: Introduced extended revenue cycle services (ERCM/E2E) and positioned them for commercial availability, driving adoption among existing clients and new prospects.
• Cross-Functional Collaboration: Partnered with Product Marketing, Market Strategy, Customer Success, Sales Operations, and Finance to develop pricing models/packages and go-to-market plans.
• Revenue Impact: In first year, delivered record-breaking results—secured $30M in bookings in 2021, surpassing the $29.4M target (largest assigned goal in the sales org), with $15M tied to ERCM services, exceeding expectations by 25%.
• Client Engagement: Cultivated strong relationships with key clients and internal stakeholders to ensure seamless execution and long-term growth.
  

• Leading team of six Sales Executives in the West South territory
• Currently sitting at 92% of 7.183M annual quota target for 2020
• Led team to achieve to 124% of $5.89M yearly quota target in 2019 and 88% of $7.6M quota target in 2018
• Develop top talent, leading to 3 promotions across 5 Sales Executives
• Train and onboard new Sales Executives to quickly learn processes, become self-sufficient, and produce bookings
• Appointed DRI for emerging service Denials+ an expanded RCM offering that is a natural extension of core Collector services
• Contributed to value messaging framework for Denials+ product offering and launched pilot program across all 4 regions in the Small Group Space
• Expanded pilot program for Denials+ by training and enabling 10 additional Sales Executives in August, including 2 Group Account Executives
• Directly tied to GTM plan for product release, responsible for executing against short term P&L goals of 150 providers live on service by end of 2020

• Led team of 5 Sales Executives in West territory to achieve 111% of $6.5M yearly quota target
• Grossed highest revenue amount signed ($810K respectively) tied to segment wide conversion program of customers opting to leave SOAPware for athenahealth's A1 platform
• Coached brand new Sales Executive to sign largest SOAPware Conversion deal of $420K+
• Co-founded Women in Sales Forum. Networking group designed to support and promote communication across women within Small Group Sales organization. Later expanded to all women inside athenahealth's entire sales organization

• Achieved 98% of $7.781M yearly quota target
• Hired and onboarded 6 Sales Executives within Small Group Sales Segment
• Contributed to feeder program to transition ramped Sales Executives over to Territory Managers

• Obtained 126% of $1.15M goal in 2011; 73% of $1.2M in 2012; 113% of $1.225M in 2013; 108% of $1.4M goal in 2014; 120% of $1.45M, promoted to Virtual Onboarding Manager
• Managed full sales cycle for athenahealth's EMR, PMS and Patient Communication services
• Presented product demonstrations, highly customized pitches, and complex ROI analysis
• Host webinars and occasional onsite product demonstrations for prospective client medical practices in Mid Atlantic's Small Group practice market segment
• Oversee 11 to 12 week implementation process of signed clients while managing active pipeline of at least 50 live opportunities
• Selected by Senior Leadership as 1 of 3 Sales executives responsible for the rollout of athenaNets transformation from Classic to Streamlined
• Attended all internal and cross functional war meetings.
• Demonstrated for strategic clients and net new prospects along side ELT
• Tasked with training an enabling entire sales organization on functional platform changes, including UX, value framework, sales talk track in order to ready sales organization for GTM launch

• Top performer as Executive Meeting Manager in 2010 fiscal year within entire Preferred Properties Company, Nationwide exceeding $1M+ in annual quota respectively
• Establish corporate sales of 10-25 group rooms on peak night, and catering with maximum of 50 guests.
• Manage and develop new and previous accounts in Corporate, Social, Non-profit realms worldwide. Including but not specific to Pharmaceutical, Medical, Hospital and Biotech Market
• Solicit, visit and cultivate existing clients to build relationships
• Sell and coordinate corporate events while maximizing hotel event space
• Arrange and conduct special events, site inspections and off-site presentations

• Maintained and created proposals, contracts, banquet event orders, rooming lists, amenities, reader boards and changes for over 100's of events
• Responsible for communicating changes, guarantees and revisions to all departments of hotel
• Arranged travel and trade show schedules
• Acted as key contact for clients, vendors and associates in support of Director of Catering and Director of Sales