Account Executive - Screening, (Winston-Salem)

Guardant Health•Remote-USA-NC, NC

2d•Hybrid

About The Position

Guardant Health is hiring a field-based Account Executive for its Screening and Early Detection commercial team. The role promotes the Shield™ colorectal cancer blood test to healthcare providers in primary care settings, with the goal of improving early cancer detection and patient outcomes. The Account Executive partners with sales leadership to help shape go-to-market strategies and launch cancer screening technologies, while building provider commitment and supporting adoption of Shield in practice workflows. The position requires developing customer relationships, meeting sales targets, identifying territory growth opportunities, and collaborating with clinical, marketing, and product teams. The Account Executive will share market and customer insights, provide product education and high-touch support, and comply with company policies, industry standards, and regulations. This is a field-based role requiring daily travel within the assigned territory and occasional national travel for sales meetings. Employees living within 50 miles of a Guardant facility are required to work onsite Mondays, Tuesdays, and Thursdays, subject to management and company policies.

Requirements

At least 4 years of customer-facing healthcare sales experience in diagnostics, medical devices, or pharmaceuticals; alternatively, at least 2 years of such sales experience plus direct clinical experience in patient care as a registered nurse or physician assistant.
A track record of success and achievement drive in healthcare sales.
Ability to conduct effective selling conversations, overcome objections, and align client needs with product offerings.
Strong understanding of the healthcare provider landscape and ability to learn and apply technical product knowledge.
Exceptional oral and written communication skills, including the ability to explain complex information clearly.
Experience with CRM systems such as Salesforce, Veeva, or similar platforms.
Strong negotiation, problem-solving, and customer service skills.
Valid driver’s license and clean driving record.
Ability to travel daily within the assigned territory and occasionally nationally for sales meetings.
Ability to critically evaluate and responsibly leverage AI-enabled tools in line with company policies, ethics, and regulatory requirements.

Nice To Haves

Experience selling diagnostic products, particularly blood-based testing or cancer screening products, directly to primary care providers.
Familiarity with the primary care landscape in the assigned territory.
Experience planning and executing product launches in healthcare or diagnostics.
High-touch customer service and relationship-building skills focused on long-term partnership and success.

Responsibilities

Meet or exceed sales goals through prospecting, relationship-building, and execution of national sales strategies.
Build relationships with healthcare providers and secure their commitment to adopt the Shield test for colorectal cancer and other cancers.
Use challenger-selling techniques to understand provider needs and demonstrate how Guardant Health offerings can improve patient outcomes and streamline practice operations.
Educate and train primary care practices on products, gaining support from stakeholders and enabling smooth integration into workflows.
Collaborate with clinical, marketing, and product teams to align sales strategies, share feedback, and execute business plans cohesively.
Identify new business opportunities within the territory and develop collaborations with regional and local laboratories, including phlebotomy draw agreements.
Develop and execute business plans aligned with brand strategies to support launches of new cancer screening technologies.
Analyze market trends, competitor offerings, and customer feedback, and report insights to leadership.
Share customer insights and opportunities with the Commercial Team to enhance products and optimize sales strategies.
Provide high-touch customer service, proactively resolve issues, and support healthcare providers throughout the sales process.
Comply with company policies, industry standards, and regulations while effectively managing multiple projects and deadlines.
Responsibly evaluate and use AI-enabled tools in accordance with company policies, ethical standards, and regulatory requirements.