Senior Director, Health Systems Field

Guardant Health

23d•Hybrid

About The Position

The Senior Director, Head of Health Systems Field is the senior field execution leader responsible for translating Guardant Health’s health system strategy into consistent performance and measurable customer outcomes across both Regional and National Accounts. This leader owns the field operating system, drives execution excellence, develops field leaders, and ensures Shield and portfolio adoption scales through repeatable account planning, workflow/EMR enablement, and disciplined measurement. This role is highly collaborative and serves as a connector across the organization, ensuring tight alignment with the VP of Health Systems and cross-functional partners to surface opportunities, remove barriers, scale what works, and communicate enterprise needs back into the organization. The Senior Director partners closely with Health Systems Marketing (value proposition and messaging), the Program Office (account data, metrics, governance), and other internal functions to translate field insight into enterprise opportunity and accelerate Shield revenue.

Requirements

3+ years leading national teams at the second-line level within healthcare commercial organizations, with deep expertise in enterprise health systems and IDNs.
10+ years driving strategic account management and executive engagement at the C-suite and D-suite levels.
Proven success scaling diagnostics adoption across complex health systems with multi-stakeholder decision-making nationally.
Experience driving workflow transformation and/or EMR-enabled implementation at scale.
Track record of delivering consistent results through disciplined management systems and cross-functional leadership.
Commitment to compliance, integrity, and collaborative team success.
Highly organized, proactive communicator with advanced project management capabilities.
Proficiency with Microsoft Office (Excel, PowerPoint) and CRM tools (Salesforce.com preferred).

Nice To Haves

MBA preferred.

Responsibilities

Own field execution and performance across National and Regional Health Systems Accounts, consistently delivering revenue, adoption, and customer outcome goals.
Run the field operating system and governance rhythm, including pipeline/forecast inspections, account plan quality standards, internal account QBRs, and execution cadences that drive accountability and speed.
Lead and develop field leaders (including Area Directors), building coaching capability, bench strength, and a high-performance culture grounded in positive reinforcement, accountability, and compliance.
Standardize and scale enterprise account excellence across both motions, including segmentation/prioritization, stakeholder mapping, governance pathways, and multi-site rollout strategies; provide executive sponsorship on top accounts.
Build and scale a repeatable Shield adoption engine from pilot selection and readiness through workflow/EMR enablement, training, rollout governance, and metric requirements; ensure customer QBR/MBR discipline and value realization.
Maintain tight partnership with the VP of Health Systems by communicating performance, risks, and enterprise opportunities with clear recommendations on where to invest, escalate, and standardize.
Partner closely with Health Systems Marketing to sharpen and scale the value proposition, executive narratives, and messaging that accelerate Shield revenue.
Partner with the Program Office to ensure account data quality, metric definitions, reporting, cross-functional visibility, and playbook enablement required to manage performance and prove value at scale.
Coordinate across internal functions (Sales, Medical, Market Access/Reimbursement, Informatics/IT enablement, Sales Ops, Legal/Compliance, and others) to deploy resources, remove barriers, and translate field insights into cross-functional playbooks and enterprise opportunity identification.
Ensure the field remains fluent in the healthcare ecosystem shaping account decisions (policy impact, quality frameworks, value-based care progression, risk-based contracting structures) and that these dynamics are translated into account strategy and measurement plans.
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.