Director, Sales Operations

The Director of Sales Operations for Guardant Healths Screening Business Unit will lead the operational backbone that enables our field teams to scale early cancer detection solutions. This role isa people leader leading salesplanningand enablement teams andresponsible for driving sales productivityand 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 Director will serve as a strategic partner toShieldSales Leadership Enterprise/IDN teamsMarketingMarket 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 andoptimizeterritories to maximize productivity and geographic efficiency.

• Continuously reassess territory alignment as SHIELD adoption scales.

Incentive Compensation

• Lead the incentive compensation teamto 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 ensureaccuratecommission processing and governance.

Call Plan Strategy Adherence & Routing Optimization

• Develop data-driven call plans aligned withpracticeopportunity andusage.

• 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 andaccurateactivity 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 alignEMR integrationcontractingand 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 andmethodologyadoption 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).

• Deepexpertisein 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-functionallyat all levels.