Sr. Account Executive – Pathology - Atlanta

Guardant Health, Inc.; Town of Gates (NY); On-site; USD 162,200 - 223,050; Full time

Job summary

Guardant Health, Inc. in Town of Gates is looking for a Pathology Account Executive to drive growth in diagnostic pathology. This role demands establishing strong relationships with healthcare providers while increasing tissue testing volume through strategic initiatives.

The ideal candidate has extensive experience in sales, specifically in pathology, alongside a bachelor's degree in a relevant field. The position offers a hybrid work model with considerable travel requirements. Salary ranges from $162,200 to $223,050.

Qualifications

• 7+ years in account management in pathology sales or oncology-related roles.
• Deep knowledge of FFPE tissue-based NGS/CGP testing.
• Ability to travel >50% within your territory.

Responsibilities

• Drive tissue volume growth in assigned regions.
• Execute laboratory service agreements and manage pricing negotiations.
• Deliver in-field training on pathology workflows and technology solutions.

Skills

Account management

Sales in pathology

Customer-first mindset

Consultative sales

CRM tools proficiency

Education

Bachelor's degree in life sciences, pathology, business, or a related field

Tools

Salesforce

Microsoft Office Suite

Job description

Position Summary

The Pathology Account Executive is responsible for driving growth in diagnostic pathology and precision oncology accounts by building strong partnerships with healthcare providers. This role focuses on increasing tissue testing volume through strategic sales, education, and account development across hospitals, oncology centers, and physician networks.

Essential Duties and Responsibilities

• Tissue Volume Growth
  • Primary Goal: Drive overall 360 tissue volume in assigned/overlapping regions.
  • Promote adoption of precision oncology diagnostics and the Guardant Health testing portfolio to drive 360 tissue.
• Sales & Business Development
  • Execute Laboratory Service Agreements and break down ordering barriers in accounts.
  • Work with legal and the internal pathology operations manager on timely execution of agreements.
  • Negotiate pricing agreements based on a tied pricing schedule and facilitate escalation of pricing exceptions outside guardrails.
  • Collaborate with KAD and KAM overlapping the region on higher level partnership agreements and contracts (e.g., data sharing, EMR integrations).
  • Present Guardant services and solutions to C-level executives in hospitals and pathology departments.
  • Target and close new business opportunities for tissue testing in pathology accounts in the community oncology setting and at academic cancer centers.
  • Manage and expand existing accounts to ensure client satisfaction and retention.
  • Collaborate with internal teams (medical, billing, operations) to resolve client issues.
  • Forecast sales and manage account pipelines via CRM.
  • Facilitate obtaining FFPE tissue processing agreements, where needed, and agreements for reimbursement of slide processing/cutting with hospitals or path labs.
• Client Relationship Building
  • Establish and nurture long‑term relationships with pathologists (chief of pathology), oncologists, hospital administrators, and oncology and pathology department staff.
• Education & Training
  • Deliver in-field training on pathology workflows, diagnostic tests, and technology solutions.
  • Build clinical consensus on complex molecular diagnostic pathways.
  • Train healthcare staff on EMR-integrated oncology workflows.
• Strategic Collaboration
  • Work in coordination with multiple cross‑functional partners (Oncology Sales Team, Medical Affairs, IT, Customer Service, and Key Accounts).
  • Collaborate with leading healthcare professionals in oncology and pathology innovation.

Key Qualifications

• 7+ years in account management in pathology sales, diagnostics, lab services, or oncology-related roles (highly preferred experience selling in diagnostics directly to pathologists).
• Deep knowledge of FFPE tissue‑based NGS/CGP testing.
• Deep knowledge of pathology workflows, molecular diagnostics, or oncology therapeutic areas.
• A customer-first mindset and the ability to influence clinical decision-makers with empathy and clarity.
• Demonstrated track record of delivering results in a consultative sales environment.
• Familiarity with pathology billing, reimbursement, and lab contracting (plus).
• Proficiency with CRM tools (Salesforce preferred) and Microsoft Office Suite.
• Ability to travel >50% within your territory.

Preferred Qualifications

• Bachelor’s degree in life sciences, pathology, business, or a related field required. Advanced degree or clinical/lab background a plus.

Compensation and Work Model

Hybrid Work Model: Eligible employees will be required to be onsite on Mondays, Tuesdays, and Thursdays if living within 50 miles of a Guardant facility. All U.S. employees are required to be onsite on these days.

Base Salary Ranges (USD):Remote-USA‑GA and other U.S. locations: $162,200 – $223,050. Colorado: $162,200 – $223,050.

Legal and EEO Statements

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.