Senior Account Executive

Description:

Guardant Health is a precision oncology company focused on advancing cancer care through cutting-edge blood and tissue testing technologies. The Oncology Sales team is dedicated to commercializing the Guardant 360® and Reveal® portfolio, providing advanced diagnostic tests for early to advanced-stage cancers.

As a Senior Account Executive for Pathology Sales in the Oncology Division, you will drive growth in diagnostic pathology and precision oncology accounts by establishing strong partnerships with healthcare providers. Your focus will be on increasing tissue testing volume by driving sales, education, and account development across hospitals, oncology centers, and physician networks.

Core Responsibilities:

Tissue Volume Growth:

• Drive overall Guardant 360 tissue volume in assigned regions.

• Promote adoption of precision oncology diagnostics and Guardant Health’s testing portfolio.

Sales & Business Development:

• Execute Laboratory Service Agreements and facilitate ordering processes.

• Negotiate pricing agreements and escalate exceptions as needed.

• Collaborate with Key Account Directors and Managers on partnership agreements, including data sharing and EMR integrations.

• Present services and solutions to C-level executives at hospitals and pathology departments.

• Target and close new business opportunities in pathology accounts, including community oncology settings and academic cancer centers.

• Manage and grow existing accounts ensuring satisfaction and retention.

• Coordinate with internal teams to resolve client issues.

• Forecast sales and manage pipelines using CRM tools.

• Facilitate tissue processing and reimbursement agreements with hospitals and pathology labs.

Client Relationship Building:

• Establish and maintain long-term relationships with pathologists (chiefs), oncologists, hospital administrators, and department staff.

Education & Training:

• Provide in-field training on pathology workflows, diagnostics, and technology solutions.

• Build clinical consensus on molecular diagnostic pathways.

• Train healthcare staff on oncology workflows integrated with EMR systems.

Strategic Collaboration:

• Work closely with Oncology Sales, Medical Affairs, IT, Customer Service, and Key Accounts teams.

• Collaborate with healthcare professionals in oncology and pathology innovation.

Qualifications:

• 7+ years of account management experience in pathology sales, diagnostics, lab services, or oncology-related roles.

• Deep knowledge of FFPE tissue-based NGS/Comprehensive Genomic Profiling (CGP) testing.

• Strong understanding of pathology workflows, molecular diagnostics, and oncology therapeutic areas.

• Customer-first mindset with ability to influence clinical decision-makers effectively.

• Proven track record in consultative sales and delivering results.

• Familiarity with pathology billing, reimbursement, and lab contracting preferred.

• Proficient with CRM tools (Salesforce preferred) and Microsoft Office Suite.

• Willingness to travel over 50% within the territory.

Education:

• Bachelor’s degree in life sciences, pathology, business, or related field required.

• Advanced degree or clinical/lab background is a plus.

Additional Information:

• Position is remote with Houston, TX as base location.

• Salary range reflects base pay; additional compensation may include bonuses, commissions, or equity.

• Candidate may be required to lift routine office supplies and work in lab environments with possible exposure to noise, fumes, or biohazards.

• Guardant Health provides reasonable accommodations during hiring for disabilities or other needs.

• Guardant Health is an Equal Opportunity Employer.