Hybrid Senior Account Executive – Pathology

at Guardant Health

• Job title: Senior Account Executive – Pathology
• Job type: Full Time
• Experience level: Senior
• Salary: $162,200 - $223,050 per year
• Degree requirement: Bachelor's Degree
• Location requirements: Hybrid, Birmingham, United States

About the role

• Sales Executive driving growth in diagnostic pathology and precision oncology accounts at Guardant Health. Focus on building partnerships with healthcare providers to increase tissue testing volume.

Responsibilities

• Drive overall 360 tissue volume in assigned / overlapping regions.
• Promote the adoption of precision oncology diagnostics and the Guardant Health testing portfolio with the focus on driving 360 tissue.
• Execute Laboratory Service Agreements and break down ordering barriers in accounts.
• Negotiate pricing agreements based on a tied pricing schedule and facilitate escalation of pricing exceptions outside of guardrails.
• Present Guardant services and solutions to C-level executives in hospitals and pathology departments.
• Target and close new business opportunities for tissue testing in pathology accounts in the community oncology setting and at academic cancer centers.
• Manage and expand existing accounts to ensure client satisfaction and retention.
• Collaborate with internal teams (medical, billing, operations) to resolve client issues.
• Forecast sales and manage account pipelines via CRM.
• Facilitate obtaining FFPE tissue processing agreements, where needed, and agreements for reimbursement of slide processing / cutting in place with the hospitals and or path labs.
• Establish and nurture long-term relationships with pathologists, oncologists, hospital administrators, and oncology and pathology department staff.
• Deliver in-field training on pathology workflows, diagnostic tests, and technology solutions.
• Build clinical consensus on complex molecular diagnostic pathways.

Requirements

• 7+ years in account management in pathology sales, diagnostics, lab services, or oncology-related roles (highly prefer experience selling in diagnostics directly to Pathologists)
• Deep knowledge of FFPE Tissue based NGS / CGP testing
• Deep knowledge of pathology workflows, molecular diagnostics, or oncology therapeutic areas.
• A customer-first mindset and the ability to influence clinical decision-makers with empathy and clarity.
• Demonstrated track record of delivering results in a consultative sales environment.
• Familiarity with pathology billing, reimbursement, and lab contracting a plus.
• Proficiency with CRM tools (Salesforce preferred) and Microsoft Office Suite.
• Ability to travel >50% within your territory.

Benefits

• Flexible working hours
• Professional development opportunities.