Senior Account Executive

Job Description

Oncology Sales is a dedicated organization inside of Guardant Health focused on the commercialization of the Guardant 360® and Reveal® portfolio. The Oncology Sales’ singular focus on bringing our early to advanced-stage cancer tests to market allows us to act with the speed and urgency needed to achieve our ambitious goals and serve the patient population who can benefit from our advanced analytics and proprietary testing. 

About the Role:

The Pathology Account Executive is responsible for driving growth in diagnostic pathology and precision oncology accounts by building strong partnerships with healthcare providers. This role focuses on increasing tissue testing volume through strategic sales, education, and account development across hospitals, oncology centers, and physician networks. 

CORE RESPONSIBILITIES 

Tissue Volume Growth 

• Primary Goal: Drive overall 360 tissue volume in assigned / overlapping regions. 
• Promote the adoption of precision oncology diagnostics and the Guardant Health testing portfolio with the focus on driving 360 tissue. 

Sales & Business Development 

• Execute Laboratory Service Agreements and break down ordering barriers in accounts.  Working with legal and the internal pathology operations manager on timely execution of agreements
• Negotiate pricing agreements based on a tied pricing schedule and facilitate escalation of pricing exceptions outside of guardrails.  
• Work with the KAD and KAM overlapping the region on higher level partnership agreements and contracts.  Ex: Data sharing, EMR integrations,  
• Present Guardant services and solutions to C-level executives in hospitals and pathology departments.   
• Target and close new business opportunities for tissue testing in pathology accounts in the community oncology setting and at academic cancer centers. 
• Manage and expand existing accounts to ensure client satisfaction and retention. 
• Collaborate with internal teams (medical, billing, operations) to resolve client issues. 
• Forecast sales and manage account pipelines via CRM 
• Facilitate obtaining FFPE tissue processing agreements, where needed, and agreements for reimbursement of slide processing / cutting in place with the hospitals and or path labs 

Client Relationship Building Establish and nurture long-term relationships with: 

• Pathologists – (Chief of pathology) 
• Oncologists 
• Hospital administrators 
• Oncology and pathology department staff  

Education & Training 

• Deliver in-field training on pathology workflows, diagnostic tests, and technology solutions 
• Build clinical consensus on complex molecular diagnostic pathways 
• Train healthcare staff on EMR-integrated oncology workflows 

Strategic Collaboration Work in coordination with multiple cross functional partners (Oncology Sales Team, Medical Affairs, IT, Customer Service, and Key Accounts 

Collaborate with leading healthcare professionals in oncology and pathology innovation 

Qualifications

• 7+ years in account management in pathology sales, diagnostics, lab services, or oncology-related roles (highly prefer experience selling in diagnostics directly to Pathologists)
• Deep knowledge of FFPE Tissue based NGS / CGP testing
• Deep knowledge of pathology workflows, molecular diagnostics, or oncology therapeutic areas. 
• A customer-first mindset and the ability to influence clinical decision-makers with empathy and clarity. 
• Demonstrated track record of delivering results in a consultative sales environment. 
• Familiarity with pathology billing, reimbursement, and lab contracting a plus. 
• Proficiency with CRM tools (Salesforce preferred) and Microsoft Office Suite. 
• Ability to travel >50% within your territory. 

EDUCATION: 

Bachelor’s degree in life sciences, pathology, business, or a related field required.  Advanced degree or clinical/lab background a plus.