Job Description
Location: Remote / National
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)
Compensation & Benefits The package includes a competitive base salary, uncapped commissions, a car allowance program, 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.
On-target earnings (OTE)
$310,000—$330,000 USD
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