Strategic Account Manager - Health Systems, Screening (West)

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
Location: Remote, West, US

As a Strategic Account Manager, Health Systems-Screening, you will drive strategic growth and market access for Shield, Guardant Health’s groundbreaking cancer screening solution, across major Integrated Delivery Networks (IDNs) and Health Systems.

You will serve as the primary business partner for executive leaders and clinical decision-makers, shaping adoption strategies, integrating Shield into system workflows, and removing barriers to patient access. This role combines strategic account leadership, high-level relationship management, and cross-functional project execution to deliver meaningful impact at scale.

If you thrive in relationship-driven, strategic sales environments and are motivated by measurable impact on patient outcomes, this position offers the platform, resources, and autonomy to make it happen.

Key Responsibilities

• Develop and execute territory business plans aligned with brand strategy, with independent authority to tailor approaches to individual accounts.
• Build and maintain strong relationships with C-suite executives, clinical leaders, and administrative stakeholders in target organizations.
• Lead cross-functional initiatives to ensure smooth product launch, integration, and pull-through in assigned accounts.
• Identify market opportunities, monitor competitive activity, and provide actionable insights to leadership.
• Develop strategic partnerships to maximize Shield adoption and long-term account retention.
• Achieve or exceed assigned territory sales quota and adoption targets for Shield across designated IDNs and Health Systems.
• Serve as a mentor and resource for new account managers and sales specialists, supporting onboarding and best-practice sharing.
• Work collaboratively with cross-functional team members including medical affairs, sales, managed care and market access.
• 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.

Experience & Skills

• 5+ years in strategic account management within diagnostics, vaccines, or biopharma, with a proven track record of exceeding sales goals.
• Established relationships with key decision-makers in large Health Systems and IDNs (preferred).
• Demonstrated success launching new products, including system-level approval, integration, and pull-through.
• Experience delivering measurable revenue growth and account penetration in competitive markets.
• Deep understanding of healthcare ecosystems and influencing system strategy.
• Skilled in consultative, executive-level selling, negotiation, and objection handling.
• Proven ability to influence strategic decisions and lead complex projects without direct authority.
• Strong cross-functional collaboration skills and ability to manage multiple stakeholders.
• Highly organized, proactive communicator with advanced project management capabilities.
• Proficiency with Microsoft Office (Excel, PowerPoint) and CRM tools (Salesforce.com preferred).

Metrics for Success

• Achievement of sales quota and adoption targets.
• Year-over-year territory revenue growth.
• Increase in Shield adoption rate within target accounts.
• Number and quality of strategic partnerships executed.
• Timely, accurate reporting of competitive intelligence and market insights.

Education

• Bachelor’s degree in Life Sciences, Biology, Business, Marketing, or related field (preferred).

The US base salary range for this full-time position is $124,000 to $170,500. The range does not include benefits and if applicable, bonus, commission, or equity. The range displayed reflects the minimum and maximum target for new hire salaries across all US locations for the posted role, with the exception of any locations specifically referenced below (if any).

Within the range, individual pay is determined by work location and additional factors, including, but not limited to, job-related skills, experience, and relevant education or training. If you are selected to move forward, the recruiting team will provide details specific to the factors above.

Employee may be required to lift routine office supplies and use office equipment. Majority of the work is performed in a desk/office environment; however, there may be exposure to high noise levels, fumes, and biohazard material in the laboratory environment. Ability to sit for extended periods of time.

Guardant Health is committed to providing reasonable accommodations in our hiring processes for candidates with disabilities, long-term conditions, mental health conditions, or sincerely held religious beliefs. If you need support, please reach out to [email protected]

A background screening including criminal history is required for this role. GH will consider qualified applicants with criminal arrest or conviction histories in a manner consistent with applicable law including but not limited to the LA County Fair Chance Policies and the Fair Chance Act (Gov. Code Section 12952).

Guardant Health is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

All your information will be kept confidential according to EEO guidelines.

To learn more about the information collected when you apply for a position at Guardant Health, Inc. and how it is used, please review our Privacy Notice for Job Applicants.

Please visit our career page at: http://www.guardanthealth.com/jobs/

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