Senior Director, Laboratory Sales & Partnerships

Guardant Health is a leading precision oncology company focused on helping conquer cancer globally through use of its proprietary tests, vast data sets and advanced analytics. The Guardant Health oncology platform leverages capabilities to drive commercial adoption, improve patient clinical outcomes and lower healthcare costs across all stages of the cancer care continuum. Guardant Health has commercially launched Guardant360®, Guardant360 CDx, Guardant360 TissueNext™, Guardant360 Response™, and GuardantOMNI® tests for advanced stage cancer patients, and Guardant Reveal™ for early-stage cancer patients. The Guardant Health screening portfolio, including the Shield™ test, aims to address the needs of individuals eligible for cancer screening.

The Senior Director of Laboratory Sales & Partnerships will be responsible for overseeing all aspects of external laboratory partnerships, driving sales growth, and expanding our business within the pathology industry.

This role will lead a high-performing team focused on establishing and nurturing relationships with laboratory clients, hospitals, diagnostic centers, and other key stakeholders, with a goal of enhancing our market position and revenue growth.

The ideal candidate will have extensive experience in laboratory sales, partnership development, and a deep understanding of the pathology landscape.

Key Responsibilities:

• Leadership & Strategy:
  • Lead and develop a team focused on securing new laboratory partnerships and growing existing relationships.
  • Define and execute the strategic direction for laboratory sales and partnerships in alignment with company goals.
  • Work closely with senior leadership to develop growth strategies and identify new opportunities in the pathology sector.
• Sales & Business Development:
  • Identify and pursue new business opportunities, including new sales channels, partnerships, and alliances in the pathology industry.
  • Develop and implement go-to-market strategies to expand the company’s footprint in targeted laboratory and diagnostic markets.
  • Cultivate and maintain relationships with key decision-makers across healthcare organizations, including hospital systems, diagnostic labs, pathology groups, and other strategic partners.
• Partnership Management:
  • Negotiate and close complex partnership agreements with external labs and diagnostic providers, ensuring mutually beneficial outcomes.
  • Collaborate with internal teams (e.g., legal, operations, and product development) to ensure successful implementation and management of partnership agreements.
  • Act as the primary point of contact for high-value and strategic laboratory partners, managing the overall relationship and ensuring client satisfaction and retention.
• Market Insight & Competitive Analysis:
  • Stay informed on industry trends, competitive landscape, and regulatory changes in the pathology and laboratory services sector.
  • Leverage market insights to guide business strategy and identify new revenue opportunities.
  • Conduct regular competitive analysis to identify emerging trends and adjust sales strategies accordingly.
• Revenue Growth & Reporting:
  • Drive sales and revenue growth through effective leadership, strategy execution, and team performance.
  • Develop and track sales forecasts, targets, and key performance indicators (KPIs) to measure success and adjust tactics as needed.
  • Provide regular updates and reports to senior leadership on sales performance, partnership outcomes, and market trends.
• Team Development & Collaboration:
  • Build, mentor, and inspire a high-performing sales and partnership team.
  • Foster a collaborative environment between sales, marketing, and operations teams to optimize customer experience and service delivery.
  • Provide ongoing training, coaching, and support to ensure the team is equipped to meet sales targets and objectives.

• Bachelor's degree in Business, Life Sciences, Healthcare Administration, or a related field (MBA or advanced degree preferred).
• 10+ years of experience in sales, business development, or partnership management, with at least 5 years in a senior leadership role in the laboratory or pathology industry.
• Proven track record of securing and managing high-value partnerships, with experience negotiating complex Laboratory Service Agreements, Fee for Service Contracts and Exchange of Service Agreements.
• Deep knowledge of the pathology and laboratory services industry, including trends, regulatory requirements, and key market players.
• Prior experience leading pathology sales teams from startup to scale.
• Strong leadership, team management, and coaching skills, with the ability to drive results and foster a positive, high-performance culture.
• Exceptional communication, negotiation, and relationship-building skills.
• Demonstrated ability to develop and execute strategic sales plans and achieve revenue growth.
• Ability to think strategically and analytically, with strong problem-solving skills.
• Willingness to travel as needed, up to 75% of the time, to meet with partners, customers, and attend industry events.

Hybrid Work Model: At Guardant Health, we have defined days for in-person/onsite collaboration and work-from-home days for individual-focused time. All U.S. employees who live within 50 miles of a Guardant facility will be required to be onsite on Mondays, Tuesdays, and Thursdays. We have found aligning our scheduled in-office days allows our teams to do the best work and creates the focused thinking time our innovative work requires. At Guardant, our work model has created flexibility for better work-life balance while keeping teams connected to advance our science for our patients.

The US base salary range for this full-time position is $173,280 to $233,930. 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).

For positions based in Palo Alto, CA or Redwood City, CA, the base salary range for this full-time position is $216,600 to $292,410. The range does not include benefits, and if applicable, bonus, commission, or equity.

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.

Employee may be required to lift routine office supplies and use office equipment. Majority of the work is performed in a desk/office environment; however, there may be exposure to high noise levels, fumes, and biohazard material in the laboratory environment. Ability to sit for extended periods of time.

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]

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.

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Please visit our career page at: http://www.guardanthealth.com/jobs/