Strategic Account Manager

Company Description

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. 

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.

Qualifications

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).

 

AI & Digital Fluency

• Demonstrate curiosity, sound judgment, and the ability to critically evaluate and responsibly leverage AI-enabled tools in accordance with company policies, ethical standards, and regulatory requirements to improve the efficiency, effectiveness, and quality of work.

Hybrid Work Model: This section is applicable to onsite employees who are eligible for hybrid work location as specified by management and related policies.  Guardant has defined days for in-person/onsite collaboration and work-from-home days for individual-focused time. All U.S. employees who live within 50 miles of a Guardant facility will be required to be onsite on Mondays, Tuesdays, and Thursdays. We have found aligning our scheduled in-office days allows our teams to do the best work and creates the focused thinking time our innovative work requires. At Guardant, our work model has created flexibility for better work-life balance while keeping teams connected to advance our science for our patients. 

The annualized base salary ranges for the primary location and any additional locations are listed below. This range does not include benefits or, if applicable, bonus, commission, or equity. Each candidate’s compensation offer will be based on multiple factors including, but not limited to, geography, experience, education, job-related skills, job duties, and business need. Primary Location: Remote-USA-IL Primary Location Base Pay Range: $151,800 - $208,750 Other US Location(s) Base Pay Range: $151,800 - $208,750 If the role is performed in Colorado, the pay range for this job is: $151,800 - $208,750