Sr. Account Executive – Pathology - Atlanta

Company Description

Guardant Health is a leading precision oncology company focused on guarding wellness and giving every person more time free from cancer. Founded in 2012, Guardant® is transforming patient care and accelerating new cancer therapies by providing critical insights into what drives disease through its advanced blood and tissue tests, real‑world data, and AI analytics. Guardant tests improve outcomes across all stages of care, including screening to find cancer early, monitoring for recurrence in early‑stage cancer, and treatment selection for patients with advanced cancer.

For more information, visit  and follow the company on Linked In, X (Twitter), and Facebook.

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.

• Drive overall 360 tissue volume in assigned or overlapping regions.
• Promote the adoption of precision oncology diagnostics and Guardant Health’s testing portfolio with a focus on driving 360 tissue volume.

• Execute laboratory service agreements and break down ordering barriers in accounts; work with legal and 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 of guardrails.
• Work with KAD and KAM teams 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 or cutting with hospitals or path labs.

• Build, establish, and nurture long‑term relationships with pathologists (Chief of pathology), oncologists, hospital administrators, and oncology and pathology department staff.

• 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.

• 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.

• 7+ years in account management in pathology sales, diagnostics, lab services, or oncology‑related roles (highly preferable with experience selling 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 is a plus.
• Proficiency with CRM tools (Salesforce preferred) and Microsoft Office Suite.
• Ability to travel >50% within the territory.

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

• Demonstrate curiosity, sound judgment, and the ability to critically evaluate and responsibly leverage AI‑enabled tools in accordance with…