Account Executive - Screening (Jackson North)

Guardant Health•Remote-USA-MS, MS

5d•$116,000 - $133,000•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 (CRC) blood test to healthcare providers in primary care, supporting early cancer detection and helping improve patient outcomes and reduce healthcare costs. The Account Executive will work with sales leadership to shape go-to-market strategies and launch cancer screening technologies. The position involves developing provider relationships, educating primary care practices, achieving sales targets, expanding business within an assigned territory, and coordinating with clinical, marketing, product, laboratory, and commercial teams. The role also requires monitoring market trends and competitors, sharing customer feedback, delivering high-touch customer service, and ensuring compliance with company policies and relevant regulations. This is a field-based role requiring daily travel within the assigned territory and occasional national travel. The posting describes a hybrid model for eligible onsite employees who live within 50 miles of a Guardant facility: onsite work is required Mondays, Tuesdays, and Thursdays, with work-from-home days for individual-focused work. Most work is performed in a desk or office environment, with possible laboratory exposure to high noise levels, fumes, and biohazard material.

Requirements

At least 4 years of customer-facing healthcare sales experience in diagnostics, medical devices, or pharmaceuticals; alternatively, at least 2 years of customer-facing healthcare sales experience plus direct patient-care clinical experience as a registered nurse or physician assistant.
A proven track record of success, achievement, and meeting or exceeding sales targets.
Demonstrated ability to conduct selling conversations, overcome objections, and align client needs with product offerings.
Strong understanding of the healthcare provider landscape and ability to quickly learn and apply technical product knowledge.
Exceptional oral and written communication skills, including the ability to present 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 use AI-enabled tools in accordance with company policies, ethical standards, and regulatory requirements.
Ability to sit for extended periods and perform the physical and environmental requirements described in the posting, including possible exposure to laboratory noise, fumes, and biohazard material.
Successful completion of a background screening, including criminal history screening.

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 partnerships and success.

Responsibilities

Meet or exceed sales goals through prospecting, relationship-building, and execution of national sales strategies.
Build relationships with healthcare providers and gain their commitment to adopt the Shield test for CRC and other cancers.
Use challenger selling to understand provider needs and demonstrate how Guardant Health offerings can improve patient outcomes and streamline practice workflows.
Provide product knowledge and training to primary care practices and stakeholders to support smooth integration of Shield into their 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 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 improve product offerings and sales strategies.
Provide high-touch customer service, proactively resolve issues, and support providers throughout the sales process.
Follow company policies, industry standards, and regulations while managing multiple projects and deadlines.
Use AI-enabled tools responsibly and in accordance with company policies, ethical standards, and regulatory requirements to improve work efficiency, effectiveness, and quality.