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.

Key Responsibilities

Strategic Leadership & Market Access

• 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.

Enterprise Account Management

• 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.

Organizational Leadership

• 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.

Cross-Functional & Industry Influence

• 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.

Performance, Compliance & Risk Management

• 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.

Qualifications

• Qualifications & Experience
• 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.
• Existing C-Suite level relationships at major Health Systems highly desired.
• Strong analytical, strategic thinking, and complex problem-solving capabilities.
• Excellent communication, presentation, and executive stakeholder management skills

Education

• Bachelor’s degree in Life Sciences, Business, or related field required.
• MBA or equivalent advanced degree preferred.

Additional Requirements

• Willingness to travel up to 50% nationally.
• Ability to operate effectively in a dynamic, fast-changing market environment.

Additional information

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 $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.

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.

Hybrid Work Model: This section is applicable to onsite employees who are eligible for hybrid work location as specified by management and related policies.  Guardant has 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 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