Regional Director, Strategic Accounts

About the role

The Regional Director of Strategic Accounts leads a high-performing team in the West, owning and growing key health system relationships. This role involves leading comprehensive account strategies, cultivating executive relationships, developing a team, and influencing cross-functional teams.

Responsibilities

• Design and execute comprehensive account strategies for key health systems, achieving protocol standardization, driving prenatal test adoption, and cementing Natera as an indispensable clinical partner.
• Cultivate trusted relationships with VP-level Women's Health Service Line leaders, OB/MFM Chairs, genetic counselors, KOLs, and laboratory directors.
• Coach, develop, and inspire a team of Strategic Account Managers to exceed their goals and grow their careers.
• Partner deeply with field sales, Medical Affairs, Marketing, and Customer Success to deliver seamless, insight-driven client experiences and feed the voice of the customer back into Natera's product and clinical strategy.
• Analyze market dynamics, competitive positioning, and account performance to identify growth opportunities and bring sharp, data-backed business reviews to both clients and Natera's senior leadership.

Requirements

• 5+ years of sales experience in diagnostic laboratory or genetics, with a proven track record of driving revenue in complex, clinical environments.
• 5+ years in strategic accounts, business development, or major account management (Miller Heiman, SPIN, or equivalent frameworks).
• 3+ years of sales leadership experience, preferably in diagnostics or life sciences.
• Deep familiarity with health system dynamics, including Women's Health service lines, reimbursement landscapes (DRG, OPPS, PAMA), and compliance frameworks (Stark, Anti-Kickback).
• A track record of building executive relationships and driving enterprise-level decisions.
• Experience navigating matrixed organizations and influencing without authority.
• Bachelor's degree required; MBA preferred.

Qualifications

• Strategic thinker with a proven ability to drive results in complex, clinical environments.
• Exceptional relationship-building skills and the ability to influence without authority.
• Proven track record of leading and developing high-performing teams.
• Strong analytical skills with the ability to interpret market trends and drive business decisions.
• Ability to navigate matrixed organizational structures and influence stakeholders effectively.

Skills

• Strategic account management and business development skills.
• Strong communication and interpersonal skills.
• Ability to work collaboratively with cross-functional teams.
• Proficiency in data analysis and market research.
• Leadership and coaching skills.

Benefits

• Competitive base salary + uncapped quarterly commissions (OTE reflects true earning potential).
• Car allowance.
• Restricted Stock Units (RSUs).
• Long-term equity awards.
• Comprehensive health benefits (medical, dental, vision).
• 401(k) with company match.
• Generous paid time off and company holidays.
• Additional wellness and work-life benefits.

Pay

$225,000 - $260,000 USD

Schedule

This role requires approximately 70% travel across the Western region.