[Hiring] Sr. Director, Health System Partnerships (Early Cancer Detection) @Natera

Role Description

We are seeking a Senior Director, Health Systems Partnerships to lead the origination, development, and execution of enterprise partnerships with large health systems for Natera’s CRC and MCED early cancer detection portfolio. This individual will be responsible for building and managing a robust pipeline, driving complex deal execution, and expanding adoption of early cancer detection solutions through the LDT phase and into FDA approval and commercial scale.

The ideal candidate brings a strong track record of selling into complex health systems, navigating executive level stakeholders, and converting strategic opportunities into signed partnerships that drive measurable revenue growth. This role will play a critical part in shaping Natera’s leadership in early cancer detection by securing foundational health system partnerships, accelerating adoption of CRC and MCED, and helping build the commercial engine needed to scale following FDA approval.

Primary Responsibilities

• Enterprise Sales & Deal Execution
  • Own a national (or regional) book of business focused on large health systems and IDNs.
  • Build and manage a robust pipeline of partnership opportunities from prospecting through close.
  • Lead end-to-end deal execution, including stakeholder mapping, value articulation, proposal development, and contract negotiation.
  • Consistently deliver against partnership, revenue, and adoption targets.
• Health System Partnership Development
  • Establish and grow C-suite and executive relationships (clinical, operational, financial) within health systems.
  • Identify and advance opportunities for enterprise-wide screening partnerships, pilots, and phased rollouts.
  • Position Natera as a long-term partner in early cancer detection, not just a vendor.
• Market Development (LDT Phase → FDA Approval)
  • Drive early adoption and pilot partnerships while products are in the LDT phase.
  • Shape deals that can scale post-FDA approval, including system-wide expansion strategies.
  • Partner with Market Access and Medical Affairs to navigate evidence, reimbursement, and policy considerations in active deals.
• Cross-Functional Execution
  • Partner closely with Medical Affairs, Market Access, Legal, and Operations to move deals forward and remove barriers.
  • Translate field insights into clear commercial feedback on product, evidence, and go-to-market strategy.
  • Ensure successful handoff and expansion post-close in partnership with implementation and account teams.
• Program Expansion & Account Growth
  • Expand initial partnerships into multi-site, multi-year health system relationships.
  • Identify opportunities to increase test adoption, utilization, and program scale within existing accounts.
  • Track and communicate performance metrics and value realization to drive renewals and growth.

Qualifications

• Bachelor’s degree in Life Sciences, Healthcare Administration, Business, Marketing, or a related field required; MBA or MHA (Master of Healthcare Administration) preferred.
• 10+ years of successful enterprise healthcare sales experience, with a focus on large health systems, diagnostics, or oncology.
• 5+ years of direct management experience building and scaling high-performing enterprise teams.
• Proven track record of exceeding quotas and earning recognition (e.g., President’s Club) in complex, high-stakes environments.
• Expert understanding of health system economics, value-based care, and the transition from LDT to FDA-regulated markets.
• Travel required up to 40% - 60%.

Knowledge, Skills, and Abilities

• Demonstrated success hiring, coaching, and developing top sales talent, including front-line managers and individual contributors.
• Experience building and executing regional or national sales strategies aligned to company growth objectives.
• Strong track record of driving accountability, forecasting accuracy, and performance management across teams.
• Proven ability to lead through ambiguity, including early-stage commercialization or market development environments.
• Experience partnering cross-functionally with Marketing, Market Access, Medical Affairs, and Product teams to drive go-to-market success.
• Ability to influence and align executive stakeholders internally and externally.

Preferred

• Familiarity with value-based care and health system economics.
• Existing relationships within large health systems or oncology leadership.
• Experience commercializing products in pre- and post-reimbursement environments (e.g., LDT phase).
• Experience with diagnostics, screening, or early cancer detection (preferred).

Benefits

• The package includes a competitive base salary, uncapped commissions, a car allowance program, and Restricted Stock Units (RSUs).
• On-target earnings (OTE) range from $310,000 to $330,000 USD.