Head of National Accounts

Caris Life Sciences

About The Position

At Caris, we understand that cancer is an ugly word—a word no one wants to hear, but one that connects us all. That’s why we’re not just transforming cancer care—we’re changing lives. We introduced precision medicine to the world and built an industry around the idea that every patient deserves answers as unique as their DNA. Backed by cutting-edge molecular science and AI, we ask ourselves every day: “What would I do if this patient were my mom?” That question drives everything we do. But our mission doesn’t stop with cancer. We're pushing the frontiers of medicine and leading a revolution in healthcare—driven by innovation, compassion, and purpose. Join us in our mission to improve the human condition across multiple diseases. If you're passionate about meaningful work and want to be part of something bigger than yourself, Caris is where your impact begins. Position Summary In this senior leadership role, the Head of National Accounts for Oncology Diagnostics will own and execute the strategy for key national accounts, strategic partnerships, large health networks that span multi states, GPOs, VA and other federal accounts, oncology networks and major oncology-focused customers. The role will be central to driving adoption, access, volume and value of the oncology diagnostics portfolio (e.g., molecular testing, companion diagnostics, NGS panels, liquid biopsy) by aligning cross-functional teams (sales, marketing, medical affairs, market access, reimbursement, operations). This leader will blend strategic account leadership with operational execution, negotiating contracts, building long-term partnerships, finding creative collaborative opportunities and ensuring diagnostics solutions are integrated into clinical workflows across oncology care settings within their accounts.

Requirements

Bachelor’s degree required.
Minimum 12-15+ years of commercial experience in diagnostics, laboratory, life sciences or medical devices, with significant exposure to oncology diagnostics (molecular testing, NGS, liquid biopsy) or oncology therapeutics diagnostics and/or reference lab business.
Proven track record of managing oncology national accounts or strategic accounts (IDNs, reference labs, GPOs, large networks) in healthcare/diagnostics/life science.
Deep knowledge of the U.S. oncology diagnostics landscape: oncology practices, academic cancer centers, IDNs, pathology/laboratory workflows, molecular diagnostics, payer reimbursement models for diagnostics.
Demonstrated success in negotiating large-scale contracts, partnerships, coverage/reimbursement arrangements, and integrating diagnostics solutions across care settings.
Strong leadership and team-management experience; ability to lead cross-functional teams, influence senior executives internally and externally, and drive change in complex organizations.
Excellent strategic thinking, analytical aptitude, business acumen, communication and presentation skills.
Ability to communicate complex scientific information.

Nice To Haves

MBA, MS or advanced degree preferred.

Responsibilities

Develop and implement national strategic accounts plan for the oncology diagnostics portfolio: identify, prioritize and segment target national accounts (IDNs, large oncology networks, federal accounts, GPOs, “super-groups”, academic cancer centers) for diagnostics adoption.
Build and lead relationships with executive-level stakeholders: C-Suite, pharmacy/diagnostics directors, lab directors, pathology leadership, oncology practice leads, health-system leadership, GPO decision-makers.
Negotiate national contracts, volume agreements, pathway collaborations and reimbursement/value-based arrangements that drive diagnostics adoption and integration.
Drive the inclusion of diagnostics solutions in clinical care pathways, molecular workflows, pathology integration, EMR/decision-support systems and oncology referral networks.
Demonstrate ability to clinically differentiate Caris Life Sciences’ products vs perceived competitors.
Lead alignment across commercial functions: national accounts sales, field sales, marketing, medical affairs, operations, reimbursement/market access, legal/compliance to deliver unified account strategies.
Provide account planning, forecasting and pipeline management for strategic accounts; use insights and data to establish account objectives, metrics, action plans and success criteria.
Ensure effective launch readiness and rollout of new diagnostics products/tests (e.g., novel panels, liquid biopsy) within strategic accounts, ensuring internal readiness and external adoption.
Monitor market landscape, competitive intelligence (other diagnostics, labs), regulatory/payer environment; translate insights into account strategies and commercial positioning.
Build and lead a high-performing team of national accounts managers, strategic partnership leads, and support staff. Set objectives, coach talent, monitor performance and develop succession plans.
Foster a culture of collaboration, accountability, agility and innovation across the national account’s organization and broader commercial group.
Serve as the primary executive commercial representative for major oncology diagnostics accounts; represent the company at key conferences, scientific forums, professional societies and industry consortia.