VP, Key Accounts

Guardant Health • Palo Alto, CA

3d • $276,300 - $379,950 • Hybrid

About The Position

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.
• 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.

Nice To Haves

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

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 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.
• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Senior