VP, Key Accounts

Guardant Health•Palo Alto, CA

2d•Hybrid

About The Position

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. The Vice President, Health Systems– Screening is a senior executive leader responsible for developing and executing Guardant Health’s national strategy for top-tier customers, including large regional and national health systems and Integrated Delivery Networks (IDNs). This role drives enterprise-level growth, market access, and adoption of the Shield platform across complex health networks. Reporting directly to the SVP of Marketing, the VP leads the creation and oversight of key strategic partnerships, ensuring Guardant Health is positioned as the partner of choice for screening solutions nationwide. The role combines visionary leadership, operational execution, and financial accountability, influencing both corporate strategy and market outcomes.

Requirements

15+ years of experience in diagnostics, biotechnology, or pharmaceutical industries, with a focus on Key Accounts, hospital systems, or strategic partnerships.
8+ years in senior leadership roles with responsibility for national or enterprise-level account portfolios.
Proven record of driving revenue growth, expanding market share, and delivering measurable business outcomes.
Demonstrated success influencing and negotiating with C-suite executives and decision-making bodies.
Strong analytical, strategic thinking, and complex problem-solving capabilities.
Excellent communication, presentation, and executive stakeholder management skills
Bachelor’s degree in Life Sciences, Business, or related field required.
Willingness to travel up to 50% nationally.
Ability to operate effectively in a dynamic, fast-changing market environment.

Nice To Haves

MBA or equivalent advanced degree preferred.
Existing C-Suite level relationships at major Health Systems highly desired.

Responsibilities

Define, lead, and execute the national Key Accounts strategy to achieve growth, market share, and profitability objectives.
Develop innovative market access initiatives that expand Shield adoption and integrate Guardant Health’s solutions into partner health systems.
Partner with executive leadership to align Key Account strategies with overall corporate priorities and long-range planning.
Build and maintain strategic, C-suite-level relationships with IDNs and large Health Systems, ensuring enterprise-wide adoption and utilization of Shield.
Oversee negotiation, execution, and optimization of national contracts and agreements, including economic modeling, clinical data integration, and value-based care approaches.
Serve as the executive sponsor for major accounts, ensuring alignment across operations, clinical adoption, and partnership value.
Lead and develop a high-performing team of senior account leaders, fostering a culture of excellence, accountability, and customer and patient-centricity.
Manage multi-layered teams across geographies, including succession planning and leadership development initiatives.
Oversee significant budgetary and resource allocations to maximize ROI.
Partner with internal stakeholders (Sales, Marketing, Medical Affairs, Market Access, Legal, Operations) to deliver integrated account strategies.
Represent Guardant Health at industry forums, conferences, and with external stakeholders, shaping market perceptions and influencing policy.
Share market intelligence, competitive insights, and healthcare reform trends with the Screening Leadership Team to inform corporate strategy.
Define, track, and report on Key Account KPIs, including revenue, adoption rates, market penetration, and contract performance.
Ensure all account activities comply with applicable laws, regulations, contractual obligations, and Guardant Health policies.
Identify, assess, and mitigate risks related to market, operational, or contractual exposures.

Benefits

The US base salary range for this full-time position is $223,000 to $285,000. The range does not include benefits, and if applicable, bonus, commission, or equity.
The range displayed reflects the minimum and maximum target for new hire salaries across all US locations for the posted role with the exception of any locations specifically referenced below (if any).
Within the range, individual pay is determined by work location and additional factors, including, but not limited to, job-related skills, experience, and relevant education or training.
If you are selected to move forward, the recruiting team will provide details specific to the factors above.
Guardant Health is committed to providing reasonable accommodations in our hiring processes for candidates with disabilities, long-term conditions, mental health conditions, or sincerely held religious beliefs. If you need support, please reach out to [email protected]
A background screening including criminal history is required for this role. GH will consider qualified applicants with criminal arrest or conviction histories in a manner consistent with applicable law including but not limited to the LA County Fair Chance Policies and the Fair Chance Act (Gov. Code Section 12952).
Guardant Health is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability. All your information will be kept confidential according to EEO guidelines.
To learn more about the information collected when you apply for a position at Guardant Health, Inc. and how it is used, please review our Privacy Notice for Job Applicants .
Please visit our career page at: http://www.guardanthealth.com/jobs/
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: Palo Alto, CA Primary Location Base Pay Range: $276,300 - $379,950 Other US Location(s) Base Pay Range: $276,300 - $379,950
If the role is performed in Colorado, the pay range for this job is: $276,300 - $379,950