National Account Director

This is a fully remote position, open to applicants in United States.

📋 Description

• Spearhead the national enterprise account strategy, execution, and growth with National Health Systems, Group Purchasing Organizations, National Laboratories, and Large Consolidated Oncology Organizations.

• Take ownership of enterprise account planning, partnership development, contract negotiations and execution, and cross-functional pull-through across the CareDx portfolio.

• Cultivate and enhance strategic enterprise relationships with national IDNs, GPOs, health systems, national laboratories, and Large Consolidated Oncology Organizations.

• Formulate and implement multi-year account strategies to boost the adoption of CareDx testing, digital health solutions, patient services, and future portfolio offerings.

• Direct enterprise account planning, opportunity development, pipeline progression, contracting strategy, and revenue realization.

• Negotiate and finalize enterprise agreements, master service agreements, system-wide lab services agreements, GPO frameworks, pricing strategies, and partnership models.

• Propel contract pull-through from agreement signature through protocol adoption, utilization growth, behavior change, and quantifiable revenue impact.

• Establish trusted executive relationships with health system leaders, transplant program leadership, decision-makers, and administrative stakeholders.

• Collaborate with Sales, Market Access, Legal, Finance, Customer Experience, Medical Affairs, Operations, Business Development, and Digital/Solutions teams.

• Lead quarterly business reviews leveraging KPIs, utilization, adoption, and performance insights to identify risks and growth opportunities.

• Utilize data, dashboards, and analytics to track account performance and inform decision-making.

• Support national lab, channel, distribution, and other partnership opportunities.

• Report directly to the VP of Sales.

⛳️ Requirements

• 10+ years of experience in commercial leadership, enterprise account management, national accounts, strategic partnerships, or related fields within healthcare, diagnostics, medical devices, life sciences, biotechnology, or precision medicine.

• Demonstrated success in driving enterprise revenue growth, portfolio adoption, account strategy, contracting, and contract pull-through in complex healthcare settings.

• Familiarity with IDNs, health systems, GPOs, national laboratories, B2B partners, channel partners, or integrated delivery systems.

• Strong knowledge of enterprise contracting, pricing strategy, market access, reimbursement, value-based partnerships, negotiation, and commercial execution.

• Ability to influence executive, clinical, operational, financial, and administrative stakeholders within large, matrixed organizations.

• Experience in leading cross-functional initiatives across Sales, Medical Affairs, Market Access, Digital/Solutions, Finance, Legal, Customer Experience, Operations, Strategic Growth, and Business Development.

• Executive presence with exceptional communication, presentation, negotiation, relationship management, and strategic partnership abilities.

• Data-driven mindset utilizing analytics, utilization trends, revenue data, and account insights to shape strategy and execution.

• Willingness to travel up to 75%.

• Preferred: background in transplant, oncology, genomics, molecular diagnostics, specialty diagnostics, or specialty healthcare.

• Preferred: experience with national lab partnerships, IDN strategy, GPO contracting, B2B partnerships, channel management, portfolio selling, or solution-based selling models.

• Preferred: understanding of value-based care, health system economics, clinical workflow integration, and integrated delivery networks.

• Preferred: experience in presenting business reviews, value propositions, utilization data, and performance insights to executive-level stakeholders.

🏝️ Benefits

• Competitive base salary and incentive compensation.

• Health and welfare benefits, including a gym reimbursement program.

• 401(k) savings plan match.

• Employee Stock Purchase Plan.

• Pre-tax commuter benefits.

• Up to 30 days of paid leave annually for a full-time employee who donates an organ or bone marrow.

• Additional discretionary bonuses/incentives and restricted stock units may be available.