Own field execution and performance across National and Regional Health Systems Accounts, consistently delivering revenue, adoption, and customer outcome goals.
Run the field operating system and governance rhythm, including pipeline/forecast inspections, account plan quality standards, internal account QBRs, and execution cadences that drive accountability and speed.
Lead and develop field leaders (including Area Directors), building coaching capability, bench strength, and a high-performance culture grounded in positive reinforcement, accountability, and compliance.
Standardize and scale enterprise account excellence across both motions, including segmentation/prioritization, stakeholder mapping, governance pathways, and multi-site rollout strategies; provide executive sponsorship on top accounts.
Build and scale a repeatable Shield adoption engine from pilot selection and readiness through workflow/EMR enablement, training, rollout governance, and metric requirements; ensure customer QBR/MBR discipline and value realization.
Maintain tight partnership with the VP of Health Systems by communicating performance, risks, and enterprise opportunities with clear recommendations on where to invest, escalate, and standardize.
Partner closely with Health Systems Marketing to sharpen and scale the value proposition, executive narratives, and messaging that accelerate Shield revenue.
Partner with the Program Office to ensure account data quality, metric definitions, reporting, cross-functional visibility, and playbook enablement required to manage performance and prove value at scale.
Coordinate across internal functions (Sales, Medical, Market Access/Reimbursement, Informatics/IT enablement, Sales Ops, Legal/Compliance, and others) to deploy resources, remove barriers, and translate field insights into cross-functional playbooks and enterprise opportunity identification.
Ensure the field remains fluent in the healthcare ecosystem shaping account decisions (policy impact, quality frameworks, value-based care progression, risk-based contracting structures) and that these dynamics are translated into account strategy and measurement plans.
Represent Guardant Health’s mission, culture, and values to internal and external stakeholders.
Adhere to all Compliance, Regulatory, and Quality Management System (QMS) policies.
Travel up to 50% within territory, with occasional regional or national meetings.

Requirements

3+ years leading national teams at the second-line level within healthcare commercial organizations
10+ years driving strategic account management and executive engagement at the C-suite and D-suite levels
Proven success scaling diagnostics adoption across complex health systems with multi-stakeholder decision-making nationally
Experience driving workflow transformation and/or EMR-enabled implementation at scale
Track record of delivering consistent results through disciplined management systems and cross-functional leadership
Commitment to compliance, integrity, and collaborative team success
Highly organized, proactive communicator with advanced project management capabilities
Proficiency with Microsoft Office (Excel, PowerPoint) and CRM tools (Salesforce.com preferred).

Benefits

Health insurance
401(k) matching
Flexible work schedule
Paid time off
Remote work options

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills

strategic account managementworkflow transformationEMR implementationperformance managementdata quality managementmetric definitioncross-functional leadershiprevenue generationadoption scalinggovernance pathways

Soft skills

leadershipcoachingcommunicationorganizational skillsproactivecollaborationaccountabilitypositive reinforcementproject managementhigh-performance culture