Lead and implement strategic partnerships with health systems to drive revenue and optimize implementation of DELFI's offerings while managing a team of Health Systems Partnership Executives.
About Us
DELFI Diagnostics, Inc. (DELFI Diagnostics) is developing next-generation, blood-based tests that are reliable, accessible and deliver a new way to help detect cancer. Employing advanced machine-learning methods to whole-genome sequencing data, the DELFI ("DNA EvaLuation of Fragments for early Interception") platform is built to address the highest-burden health challenges. DELFI Diagnostics prioritizes solutions that have the potential to save lives on a global scale, including for historically underserved populations. DELFI Diagnostics’ platform relies on fragmentomics – the discovery that cancer cells are more chaotic than normal cells and, when they die, leave behind tell-tale patterns and characteristics of cell-free DNA (cfDNA) fragments. FirstLook Lung, for individuals eligible for lung cancer screening, is DELFI Diagnostics’ first laboratory-developed screening test and can be part of routine blood work. FirstLook Lung uses millions of data points to reliably identify individuals who may have cancer detected through low-dose CT, including early stage disease with a negative predictive value of 99.8 percent. This test has not been cleared or approved by the FDA.
In our passionate pursuit to radically improve health outcomes, we serve humanity when we:
Lead with Science, Anchor in Pragmatism: We pioneer life-changing science by ensuring quality, transparency, and rigor at all times. We explore thoughtfully, experiment smartly, and deliver impact with conviction.
Build With & For All: We embrace diverse backgrounds to innovate and achieve together. We are not just building a product - we aim to disrupt the path of cancer for all - no matter geography or socioeconomic class
Put We over I: We are a home for high-performing people. Through teamwork, we build collective intelligence. Each of us wins when those we serve and those who serve with us--win. We show up with empathy, humility, and integrity at every step of the journey.
DELFI has 1-2 designated in-office working days each week for employees who live within within 50 miles of Palo Alto CA or Baltimore MD offices
As the Sr Director of Health System Sales and Implementation, you will build deep expertise in DELFI's offerings and the liquid biopsy/early detection landscape to drive successful health systems partnerships and optimize implementation strategies. In this role you will lead the strategic sales vision, approach, strategy and team for FirstLook while also managing Key Accounts accounts and driving revenue within your own territory. Further, you will be a key leader in the continued development and market introduction of DELFI’s ASCEND program that will enable health systems to unlock access to their eligible screening populations for FirstLook Lung and LDCT. The position can be remote but will require up to 50% travel.
What you’ll do
- Generate pipeline and close new accounts to meet corporate goals, while executing strategic partnership initiatives that optimize revenue growth within health systems and key customer channels.
- Lead customer account planning and solution tailoring to capitalize on high-impact opportunities, fostering relationships with clinical, quality, and financial decision-makers across the healthcare ecosystem.
- Oversee contract negotiations and develop key stakeholder relationships while cultivating a culture of ownership and accountability within your team.
- Lead and develop a team of Health Systems Partnership Executives, providing coaching, setting targets, and conducting performance reviews to drive individual and team success.
- Direct the health systems implementation team, ensuring seamless coordination between sales and implementation functions while establishing metrics that drive customer satisfaction and maximize adoption rates.
- Manage your own strategic territory while balancing leadership responsibilities, optimizing resource allocation across accounts and identifying opportunities for process improvement.
- Design and deploy a strategic and tactical approach to promoting ASCEND (Accelerated Screening and Cancer Early Detection), a game changing program/platform in the lung cancer screening space
What you’ll have accomplished 12 months from now
- Developed a strong, cohesive, and supportive team that works together to develop new health system opportunities and successfully implement them for DELFI
- Deployed a comprehensive strategy for health system targeting and worked closely with the team to execute on achieving new contracting goals with high quality health systems
- Gained partnership with 3+ new health systems to pilot ASCEND
- Achieved all commercial sales targets for 2025 with an eye on growth into 2026
What you’ll bring to DELFI
- Bachelor's degree with 15+ years of healthcare/biotechnology sales experience at a senior level, concentrated in targeting health systems/IDNs; Masters preferred.
- Previous diagnostics experience required
- Minimum 5+ years of proven people management experience leading health system sales
- Established relationships with C-suite decision makers in the healthcare ecosystem (e.g., health systems, payers).
- Extensive experience in strategic account management or alliance/partnership management, including developing and executing enterprise-level account strategies for major health systems.
- Experience developing and deploying unique programmatic/platform-centric approaches to unlock/enable growth with customers
- Demonstrated success in negotiating and securing complex, high-value contracts with health systems for product utilization and implementation.
- Consistent history of exceeding financial targets and delivering measurable business impact at both regional and national levels.
- Proven ability to drive organizational transformation and lead teams through periods of rapid growth and change.
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
This position is not eligible for agency partnership. Resumes and outreach from staffing representatives will be declined.
Top Skills
Biotechnology
Contract Negotiation
Genomics
Healthcare
Liquid Biopsy
Strategic Account Management
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