Senior Account Executive

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

📋 Description

• Drive the overall 360 tissue volume in designated or overlapping regions.

• Encourage the adoption of precision oncology diagnostics and the Guardant Health testing portfolio.

• Implement Laboratory Service Agreements and address ordering challenges with legal and pathology operations.

• Negotiate pricing agreements and escalate pricing exceptions as necessary.

• Develop advanced partnership agreements and contracts with KADs and KAMs.

• Present Guardant services and solutions to C-level executives in hospitals and pathology departments.

• Identify and secure new tissue-testing business within community oncology and academic cancer centers.

• Manage and grow existing accounts to ensure client satisfaction and retention.

• Collaborate with medical, billing, operations, oncology sales, medical affairs, IT, customer service, and key accounts teams.

• Forecast sales and oversee account pipelines using CRM tools.

• Facilitate reimbursement agreements for FFPE tissue processing and slide processing.

• Cultivate relationships with pathologists, oncologists, hospital administrators, and oncology and pathology personnel.

• Provide field training on pathology workflows, diagnostic tests, and technology solutions.

• Establish clinical consensus on complex molecular diagnostic pathways.

• Train healthcare staff on EMR-integrated oncology workflows.

• Collaborate with healthcare professionals to foster innovation in oncology and pathology.

⛳️ Requirements

• A minimum of 7 years of experience in account management within pathology sales, diagnostics, lab services, or oncology-related fields.

• Direct experience in selling diagnostics to pathologists is highly preferred.

• Extensive knowledge of FFPE tissue-based NGS / CGP testing.

• In-depth understanding of pathology workflows, molecular diagnostics, or areas related to oncology therapeutics.

• A customer-first mindset with the ability to influence clinical decision-makers with empathy and clarity.

• A proven track record of achieving results in a consultative sales environment.

• Familiarity with pathology billing, reimbursement, and lab contracting is advantageous.

• Proficient in CRM tools, preferably Salesforce, and the Microsoft Office Suite.

• Willingness to travel over 50% within the designated territory.

• Capability to critically assess and responsibly utilize AI-enabled tools in line with company policies, ethical standards, and regulatory requirements.

• Background screening, including criminal history, is required.

• Ability to lift standard office supplies and operate office equipment.

• Capacity to sit for extended periods of time.

🏝️ Benefits

• Hybrid work model that includes work-from-home days for focused individual tasks.

• Reasonable accommodations available for candidates with disabilities, long-term conditions, mental health issues, or sincerely held religious beliefs.