Senior Account Executive - Pathology

Company Description

Guardant Health is a leading precision oncology company focused on guarding wellness and giving every person more time free from cancer. Founded in 2012, Guardant® is transforming patient care and accelerating new cancer therapies by providing critical insights into what drives disease through its advanced blood and tissue tests, real-world data and AI analytics. Guardant tests help improve outcomes across all stages of care, including screening to find cancer early, monitoring for recurrence in early-stage cancer, and treatment selection for patients with advanced cancer. For more information, visit guardanthealth.com and follow the company on LinkedIn, X (Twitter) and Facebook. 

Position Summary:

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.

Essential Duties and 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:

Build, 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

Required 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.

AI & Digital Fluency

• Demonstrate curiosity, sound judgment, and the ability to critically evaluate and responsibly leverage AI-enabled tools in accordance with company policies, ethical standards, and regulatory requirements to improve the efficiency, effectiveness, and quality of work.

Hybrid Work Model: This section is applicable to onsite employees who are eligible for hybrid work location as specified by management and related policies.  Guardant has defined days for in-person/onsite collaboration and work-from-home days for individual-focused time. All U.S. employees who live within 50 miles of a Guardant facility will be required to be onsite on Mondays, Tuesdays, and Thursdays. We have found aligning our scheduled in-office days allows our teams to do the best work and creates the focused thinking time our innovative work requires. At Guardant, our work model has created flexibility for better work-life balance while keeping teams connected to advance our science for our patients.

The annualized base salary ranges for the primary location and any additional locations are listed below. This range does not include benefits or, if applicable, bonus, commission, or equity. Each candidate’s compensation offer will be based on multiple factors including, but not limited to, geography, experience, education, job-related skills, job duties, and business need.

Primary Location: Remote-USA-CA
Primary Location Base Pay Range: $162,200 - $223,050
Other US Location(s) Base Pay Range: $162,200 - $223,050
If the role is performed in Colorado, the pay range for this job is: $162,200 - $223,050