Own account-level strategy and performance across assigned priority health systems, translating direction into weekly actions that consistently deliver revenue and adoption results.
Set clear expectations and performance standards, driving goal attainment and motivating the team to achieve and exceed targets through positive reinforcement, recognition, and accountability.
Establish account prioritization and investment strategy across the book of business, including where to focus on pilots versus scale and how to sequence stakeholders, sites, and workflows to drive system-wide adoption.
Coach and develop Directors, Health Systems – Regional Accounts through a defined competency model, regular field coaching, and rigorous account/opportunity reviews that improve conversion and execution quality.
Convert health system complexity into execution opportunity by understanding governance, incentives, workflows, stakeholders, and barriers, and translating insights into concrete next steps.
Ensure strategic account plans are robust and current, including stakeholder mapping, governance pathways, value hypotheses, and rollout roadmaps.
Drive Shield adoption from pilots to enterprise scale through workflow development, EMR enablement support, training coordination, and multi-site governance.
Own measurement discipline by ensuring success metrics are defined, tracked, and advanced through customer QBRs/MBRs.
Run internal account QBRs and follow the governance rhythm to align cross-functional owners, remove barriers fast, and keep execution tight.
Identify risks early and communicate clearly up the organization with mitigation plans and timely escalations.
Maintain working fluency in the healthcare ecosystem shaping account decisions, including policy impact, quality frameworks, value-based care and risk-based contracting structures, translate these into account strategy, stakeholder mapping, and metric plans.
Coordinate cross-functionally (Sales, Medical, Market Access/Reimbursement, Informatics/IT enablement, Marketing, Sales Ops, Legal/Compliance, and teams supporting policy/payer/advocacy insights) to deploy resources and ensure compliant, aligned execution.
Maintain CRM hygiene, forecasting rigor, and documentation quality; reinforce best practices and share insights across the region and broader team.
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. Meet all applicable customer access requirements.

Requirements

5+ years of experience in first-line leadership of healthcare commercial Account Managers, engaging with C-suite and D-suite executives.
Proven success driving diagnostics adoption within complex health systems/IDNs.
Experience enabling workflow change and/or EMR-supported implementation.
Strong executive communication skills and comfort engaging senior stakeholders.
Track record of consistent performance, forecasting discipline, and operational excellence.
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 hours
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

account strategyperformance measurementworkflow developmentEMR enablementproject managementforecastingdiagnostics adoptionstakeholder mappingrisk managementquality management systems

Soft skills

leadershipcommunicationteam motivationorganizational skillsproactive communicationcollaborationcoachingaccountabilitypositive reinforcementproblem-solving