The Director of Sales Operations for Guardant Health’s Screening Business Unit will lead the operational backbone that enables our field teams to scale early cancer detection solutions. This role is a people leader leading sales planning and enablement teams and, responsible for driving sales productivity and operational excellence across a rapidly growing commercial organization. The ideal candidate understands the complexity of healthcare sales and brings a data-driven, process-oriented mindset to support national screening adoption. The Director will serve as a strategic partner to Shield™ Sales Leadership, Enterprise/IDN teams, Marketing, Market Access, and Finance to scale adoption across complex health systems and community-based primary care. 

Key Responsibilities:

Primary Care Commercial Strategy & Business Planning 

• Partner with Shield Sales Leadership to develop annual and multi-year commercial operating plans. 

• Build structured regional and territory-level business planning frameworks.  

• Establish disciplined operating rhythms including QBRs, territory reviews, and performance dashboards. 

Territory Design 

• Design and optimize territories to maximize productivity and geographic efficiency.

• Continuously reassess territory alignment as Shield adoption scales. 

Incentive Compensation 

• Lead the incentive compensation team to shape incentive compensation design, quota setting, and territory planning in alignment with broader business goals. 

• Ensure incentive structures reinforce call plan priorities and strategic account focus. 

• Partner with Finance to ensure accurate commission processing and governance. 

Call Plan Strategy, Adherence & Routing Optimization 

• Develop data-driven call plans aligned with practice opportunity and usage. 

• Define clear KPIs for activity frequency, quality, and adherence. 

• Implement routing optimization strategies to improve field productivity and reduce drive-time inefficiencies. 

• Monitor activity-to-adoption conversion metrics. 

• Establish governance processes ensuring CRM discipline and accurate activity capture. 

• Partner with Sales Leadership to reinforce execution accountability. 

Sales Process & Analytics 

• Build dashboards and performance metrics to track funnel conversion, PCP penetration, account expansion, and rep productivity. 

• Support launch planning through market opportunity analysis, KPI development, and early performance tracking for new product or territory expansions. 

IDN & Health System Strategy and Analytics 

• Build dashboards measuring IDN penetration, cross-clinic adoption, and screening uptake trends. 

• Support coordinated rollout strategies across large health systems. 

• Partner with Enterprise Sales and Market Access to align EMR integration, contracting, and population health initiatives. 

Systems, Tools & Data Quality 

• Oversee Salesforce and related commercial systems for the Screening business. 

• Drive enhancements that support lead routing, account segmentation, targeting, and data cleanliness. 

• Evaluate new tools that improve screening rep efficiency, field insights, and customer engagement. 

Enablement & Field Readiness 

• Partner closely with Sales Enablement to support onboarding, training, territory ramp, and methodology adoption for Screening reps. 

• Ensure reps have up-to-date messaging, collateral, and operational playbooks aligned with the screening product strategy. 

Cross-Functional Coordination 

• Work with Marketing on lead management, demand-generation analytics, and campaign influence. 

• Partner with Medical Affairs, Market Access, and Product teams to ensure field visibility into coverage changes, evidence updates, and product roadmap shifts. 

• Collaborate with Finance on forecasting alignment and compensation design. 

Team Leadership 

• Build, lead, and develop a high-performing Sales Operations team supporting Screening analytics, systems, and processes. 

• Drive a culture of accountability, continuous improvement, and operational excellence. 

Qualifications:

• 12+ years in Sales Operations, Revenue Operations, or Commercial Operations, ideally in diagnostics, med-tech, or healthcare. 

• 5+ years People Management experience.

• ​Experience supporting field teams in complex, multi-stakeholder healthcare environments (PCPs, health systems, IDNs, payers). 

• Deep expertise in Salesforce and BI tools; strong analytical and modeling skills. 

• Demonstrated ability to scale processes in high-growth or innovation-driven commercial organizations. 

• Excellent communication skills and comfort engaging cross-functionally at all levels.