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 help 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 guardanthealth.com and follow the company on LinkedIn, X (Twitter) and Facebook.
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.
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: $127,800 - $175,700 Other US Location(s) Base Pay Range: $127,800 - $175,700 If the role is performed in Colorado, the pay range for this job is: $127,800 - $175,700
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 Peopleteam@guardanthealth.com
A background screening including criminal history is required for this role. GH will consider qualified applicants with criminal arrest or conviction histories in a manner consistent with applicable law including but not limited to the LA County Fair Chance Policies and the Fair Chance Act (Gov. Code Section 12952).
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.
To learn more about the information collected when you apply for a position at Guardant Health, Inc. and how it is used, please review our Privacy Notice for Job Applicants.
Please visit our career page at: http://www.guardanthealth.com/jobs/
