Director, Strategic Accounts - Northern California

Location: Northern California

About Our Client

Our client, a leading innovator in precision oncology diagnostics, has exclusively engaged our firm to help support their salesforce expansion across the United States.

This reputable cancer diagnostics testing company has operated for over 15 years and has fundamentally changed how cancer is diagnosed and treated through their cutting-edge molecular science, robust data driven insights, and consistent R&D innovation. Their growing line of offerings provides a full range of comprehensive molecular profiling solutions for therapy selection, treatment response monitoring, minimal residual disease (MRD) detection, and more; using the most comprehensive approach to help guide personalized care and improve outcomes for patients.

As our client enters their next phase of growth, they are looking to add 4 new Director of Strategic Accounts positions across the country (***see location list above***). This presents an exciting opportunity to bring revolutionary technology to providers and patients and to be part a collaborative, high-impact team on a mission to improve cancer care.

About the Position

This role sits at the intersection of commercial growth, operational excellence, and precision oncology impact. By combining strategic sales leadership with disciplined project execution, the Director directly accelerates adoption of advanced diagnostics, strengthens enterprise partnerships, and expands patient access to personalized cancer care.

Key Responsibilities

• Develop and execute account-specific business plans to drive sustainable test volume growth within existing strategic accounts.
• Lead new account acquisition across pathology practices, hospital laboratories, oncology clinics, and integrated delivery networks.
• Sell oncology diagnostics and services to pathology, laboratory, and hospital stakeholders.
• Establish and maintain executive-level relationships with pathologists, laboratory directors, oncologists, administrators, and hospital leadership.
• Meet or exceed assigned revenue, volume, and growth targets.
• Act as a subject matter expert and mentor to Account Managers and Sales Specialists within the territory.
• Align field team efforts to account strategies and regional growth priorities.
• Provide regular market intelligence, competitive insights, and customer feedback to senior leadership.
• Lead customer-facing presentations and educational sessions on technology, clinical value, and differentiators.
• Conduct Quarterly Business Reviews (QBRs) to assess performance, utilization trends, and future growth opportunities.
• Serve as the primary project owner for strategic account initiatives, including onboarding, workflow optimization, EMR integrations, and service enhancements.
• Coordinate cross-functional execution across Operations, Client Services, Laboratory, Medical Affairs, and IT.
• Develop dashboards and scorecards to measure case growth, turnaround time improvements, issue resolution, and overall account productivity.
• Navigate payer, billing, and reimbursement dynamics to support physician and hospital decision-making.

About the Candidate Requirements

• Bachelor’s degree (life sciences, business, or related field) is required. MBA or advanced degree is preferred.
• 5–7+ years of successful oncology diagnostics or precision medicine sales experience.
• Deep knowledge of tumor profiling, molecular diagnostics, oncology workflows, and pathology/lab environments.
• Established regional relationships with pathology and hospital systems.
• Proven ability to drive new business and grow complex strategic accounts.
• Strong understanding of billing, reimbursement, and payer dynamics.
• Demonstrated success working in a matrixed, cross-functional organization.
• Proficiency with CRM (Salesforce), reporting tools, and Microsoft Office.
• Prior leadership or mentoring experience is a plus.
• PMP or formal project management training is a plus.
• Willingness to travel (~50% field-based).
• Candidates must live within the assigned territory.