We are seeking a highly motivated Director of Enterprise Strategic Accounts to lead a team to drive strategic initiatives within regional health systems and academic medical centers. This leader will be responsible for building and scaling a new team of Enterprise Strategic Account Managers (ESAMs), ensuring the successful execution of business strategies, contracting activities, and EMR integrations to expand Natera’s footprint. The role requires a proven track record in launching and managing new sales teams, developing strategic partnerships, and executing high-level business strategies to drive rapid revenue growth.
Primary Responsibilities:
- Recruit, develop, and lead a newly established Regional Enterprise Strategic Accounts team, driving success in Regional Health Systems and Academic Medical Centers.
- Provide strategic guidance, mentorship, and hands-on support to ensure team alignment with company objectives.
- Foster a high-performance culture with a focus on collaboration, accountability, and measurable results.
- Provide direction on scalable business plans to accelerate revenue growth and account expansion.
- Enable the team to facilitate standardized testing workflows and efficiencies across major health systems to ensure seamless implementation of Natera products.
- Identify and secure RFP, DUA, and contracting opportunities to strengthen Natera’s presence in national and regional health systems.
- Collaborate cross-functionally with sales, marketing, and operational teams to drive alignment and maximize business opportunities.
- Provide direction based on best practices and optimize account engagement strategies based on market insights and field intelligence.
- Track and analyze key performance metrics (KPIs) to measure team effectiveness and business impact.
- Provide senior leadership with market assessments, competitive insights, and strategic recommendations for continuous growth.
- Effectively provide constructive feedback to sales professionals in order to help maximize their potential.
- Plan, design, and implement territory alignment based on maximum ROI.
- Oversee and support EMR integrations, contracting negotiations, and partnership development across multiple business units (Women’s Health, Organ Health, and Oncology).
- Build and maintain relationships with C-suite executives, Medical Directors, Precision Medicine, Hospital Administrators, and Lab Directors to drive engagement and market penetration.
- Support sales professionals by providing guidance and career development.
- This role works with PHI regularly, both in paper and electronic form, and has access to various technologies to access PHI (paper and electronic) to perform the job.
- Employee must complete training relating to HIPAA/PHI privacy, General Policies and Procedure Compliance training, and security training as soon as possible but not later than the first 30 days of hire.
- Must maintain a current status on Natera training requirements
- Travel up to 70% to engage with key customers, stakeholders, and team members as needed.
Qualifications:
- Bachelor’s degree required; MBA preferred.
- 5+ years of sales, business development, or strategic account management experience in diagnostic laboratories (preferably genetics)
- 2+ years of management experience in leading, building, and scaling new teams (preferably diagnostics)
- Proven success in market development, product launches, and rapid revenue growth within hospital systems.
- Extensive experience in contracting, EMR integrations, and high-level negotiations with C-suite executives.
- Strong background in health system strategy, project planning, and execution.
- Knowledge of Healthcare Value Transformation and Triple Aim Initiatives.
- Proficiency in Google Suite, Microsoft Office (Excel, Word, PowerPoint), and reporting tools.
Knowledge, Skills, and Abilities:
- Strategic and results-driven leader with a track record of executing business growth initiatives.
- Ability to build, mentor, and scale high-performing teams in new focus areas.
- Strong negotiation, relationship-building, and executive-level communication skills.
- Highly adaptable and able to navigate complex healthcare environments.
- Exceptional time management, organization, and analytical skills.
- Ability to work independently while fostering cross-functional collaboration.
- High level of integrity, accountability, and a passion for driving business success.
The total compensation package offers a competitive base salary, uncapped quarterly commissions, a car allowance, and Restricted Stock Units (RSUs).
The compensation package listed is for 1st year OTE, which are based on a wide array of factors unique to each candidate, including but not limited to skill set, years & depth of experience, certifications and specific office location. On-target earnings (OTE) represent the total potential income an employee can earn by achieving 100% of their performance goals. It combines a base salary with commissions and serves as an estimated figure rather than a guaranteed amount, providing a guideline based on average performance outcomes.
OUR OPPORTUNITY
Natera™ is a global leader in cell-free DNA (cfDNA) testing, dedicated to oncology, women’s health, and organ health. Our aim is to make personalized genetic testing and diagnostics part of the standard of care to protect health and enable earlier and more targeted interventions that lead to longer, healthier lives.
The Natera team consists of highly dedicated statisticians, geneticists, doctors, laboratory scientists, business professionals, software engineers and many other professionals from world-class institutions, who care deeply for our work and each other. When you join Natera, you’ll work hard and grow quickly. Working alongside the elite of the industry, you’ll be stretched and challenged, and take pride in being part of a company that is changing the landscape of genetic disease management.
WHAT WE OFFER
Competitive Benefits - Employee benefits include comprehensive medical, dental, vision, life and disability plans for eligible employees and their dependents. Additionally, Natera employees and their immediate families receive free testing in addition to fertility care benefits. Other benefits include pregnancy and baby bonding leave, 401k benefits, commuter benefits and much more. We also offer a generous employee referral program!
For more information, visit www.natera.com.
Natera is proud to be an Equal Opportunity Employer. We are committed to ensuring a diverse and inclusive workplace environment, and welcome people of different backgrounds, experiences, abilities and perspectives. Inclusive collaboration benefits our employees, our community and our patients, and is critical to our mission of changing the management of disease worldwide.
All qualified applicants are encouraged to apply, and will be considered without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, age, veteran status, disability or any other legally protected status. We also consider qualified applicants regardless of criminal histories, consistent with applicable laws.
If you are based in California, we encourage you to read this important information for California residents.
Link: https://www.natera.com/notice-of-data-collection-california-residents/
Please be advised that Natera will reach out to candidates with a @natera.com email domain ONLY. Email communications from all other domain names are not from Natera or its employees and are fraudulent. Natera does not request interviews via text messages and does not ask for personal information until a candidate has engaged with the company and has spoken to a recruiter and the hiring team. Natera takes cyber crimes seriously, and will collaborate with law enforcement authorities to prosecute any related cyber crimes.
For more information:
- BBB announcement on job scams
- FBI Cyber Crime resource page
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