Strategic Accounts Manager

Summary

Join Natera as a dynamic National Enterprise Account Manager to expand access and adoption of our diagnostics portfolio within Federal Government Health Systems (VA, DoD, and IHS). This strategic role demands a deep understanding of Federal procurement, large-scale contracting, and cross-functional collaboration. You will lead enterprise engagement strategies, develop and execute account plans, and build strong relationships with key stakeholders. Responsibilities include identifying and pursuing procurement opportunities, navigating contracting cycles, and serving as a subject matter expert on diagnostic offerings. Success requires collaboration with internal teams and maintaining comprehensive account plans. Significant travel (up to 70%) is expected.

Requirements

• Bachelor’s degree required; MBA or relevant advanced degree preferred
• Minimum 5+ years of healthcare or diagnostics sales experience with a focus on government or public sector accounts. (preferably genetics)
• 5+ years of experience successful Federal health system accounts (VA, DoD, or IHS) sales/consulting experience. (preferably genetics)
• Demonstrated success in navigating Federal procurement and contracting processes
• Proven track record of driving adoption of diagnostic or life sciences products in government settings
• Deep understanding of federal healthcare structures, regulatory pathways, and organizational hierarchies
• Strong cross-functional leadership and project management skills
• Skilled in building business cases and presenting to C-level decision-makers
• Proficient in Microsoft Office, Google Suite, and CRM platforms

Responsibilities

• Lead enterprise engagement strategy with VA, DoD, and IHS health systems to expand access and adoption of our diagnostics portfolio
• Develop, manage, and execute strategic Federal account plans aligned with organizational growth goals
• Build trusted relationships with federal health system stakeholders including Command Medical Officers, Federal Acquisition Officers, Clinical Directors, and key leadership at VAMCs, MTFs, and IHS facilities
• Identify and pursue large-scale Federal procurement vehicles, IDIQs, and contracting opportunities to enable broad-based implementation
• Navigate government contracting and acquisition cycles, including RFI/RFP processes and strategic pricing proposals
• Serve as a subject matter expert on our diagnostic offerings and their alignment to mission-critical federal health initiatives (e.g., precision medicine, preventative health, transplant readiness)
• Collaborate with internal teams including reimbursement, compliance, government affairs, and field sales to ensure operational readiness and contract execution
• Maintain a comprehensive key account plan and growth roadmap for each Federal segment
• Facilitate internal alignment across all business units to ensure optimal coordination and execution of strategy in Federal accounts
• Allocate up to 70% travel to maintain high-touch engagement with accounts across regions and federal systems

Preferred Qualifications

• Strategic mindset with a consultative, solutions-based selling approach
• Self-starter with a strong drive to succeed in complex, matrixed environments
• Effective communicator and presenter with strong interpersonal skills
• Ability to thrive under pressure and manage competing priorities
• Deep understanding of the unique needs and challenges of Federal healthcare delivery systems

Benefits

• 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!