Sr. Director, Lung Oncology Sales

The Sr. Director Lung Oncology will lead Natera’s KOL development efforts for oncologists specializing in lung cancer. This individual will collaborate closely with Sales, Medical, and Marketing teams to develop and execute strategies that drive awareness of Natera’s products and establish strong relationships with leading lung oncologists. Additionally, they will play a key role in driving test adoption across teaching hospitals, IDNs, and community oncology practices. This position is critical in positioning Natera as a trusted partner and advisor to its most strategic customers.

Responsibilities

• Develop National KOL’s for podium presence/advocacy and implement a comprehensive Lung Cancer strategy for key accounts to achieve access to Natera tests, drive Oncology unit volume and revenue growth through standardization protocols, establishing reflex testing pathways, contracting and account retention.
• Build and maintain strong relationships with clinical influencers in Health Systems and cooperative groups to identify growth opportunities and provide Natera’s solutions to key customer challenges.
• Partner with the Directors of Strategic Accounts (DSAs) to ensure exceptional service delivery and alignment with key Oncology Service Line stakeholders, including hospital and cancer center leadership, C-suite executives, pathologists, residency and fellowship program directors, oncology educators, grand rounds and journal clubs, and laboratory directors overseeing send-out testing.
• Collaborate with field sales teams, medical sales liaisons, medical directors to drive oncology test  pull-thru, client success and improve offerings based on client feedback and customer insight.
• Analyze market trends and competitive landscape to identify new opportunities for account growth.
• Work with DSA’s and Field Sales to monitor account performance metrics and prepare regular business reviews for both the customer and Natera’s senior management, highlighting successes and areas for improvement.
• Foster a culture of continuous improvement within the account management team, promoting best practices and innovative approaches to customer challenges, problems and issues.

Qualifications

• Bachelor’s degree or equivalent; MBA preferred. 
• Minimum 10 years of successful sales experience, preferably in oncology, laboratory, or the diagnostic industry, with either 5 years of leadership experience or at least 5 years in Lung/Oncology..
• Experience with major account management sales processes such as Miller Heiman, SPIN, or similar methodologies preferred.
• Proven track record of managing large, complex accounts and driving sustained revenue growth.
• Proven ability to collaborate with cross-functional teams, including Customer Service, Marketing, Product, Medical, UX, IT, Analytics, Legal, and Compliance.
• Proven experience in developing and leading high-performing teams, preferred.
• Strong business acumen with expertise in Health System/Provider KPIs, regulatory frameworks (CLIA, CAP, CMS), reimbursement structures (DRG, OPPS, PAMA, state regulations), and compliance requirements (Stark, Anti-Kickback, Antitrust).
• Deep understanding of customer external influencers and market trends.
• Ability to thrive in a fast-paced, dynamic environment while managing multiple priorities effectively.
• Proven success in developing new markets, launching new products, and driving rapid revenue growth.
• Market knowledge and experience in Women’s Health preferred.
• Skilled in navigating complex internal and external environments with strategic agility.
• Requires 75% travel.

Knowledge, Skills, and Abilities

• Exceptionally bright, adaptable, self-motivated, and results-oriented, with strong interpersonal and analytical skills.
• Ability to think strategically while executing tactically.
• Operates with a strong sense of urgency and accountability.
• Thrives in a startup environment, demonstrating independence and a strong internal drive for success.
• Excellent organizational and communication skills (written and verbal), with the ability to effectively present to both internal and external stakeholders.
• Exceptional leadership, communication, and interpersonal skills, with the ability to build relationships at all levels of an organization.
• Strong negotiation skills, capable of driving win-win contracts and agreements for both Natera and customers.
• Proven analytical skills with the ability to interpret data to support informed decision-making.
• Effective time management skills, with a demonstrated ability to assess and prioritize multiple initiatives.
• Proficiency in Microsoft PowerPoint, Excel, Gmail,