Director / Senior Director, Sales & Business Development

Position Overview

Adaptive Biotechnologies is a leader in immune medicine and aims to translate the massive genetic code of the adaptive immune system to improve human health. Adaptive has built a robust immune medicine platform that includes proprietary T cell receptor and B cell receptor sequencing technologies.

The Immune Medicine (IM) business includes a growing portfolio of customers at top-tier academic institutions and biopharmaceutical and biotechnology companies that incorporate Adaptive's immunosequencing technologies in different areas of research, including in oncology, autoimmunity, infectious diseases, and neurodegenerative disorders. The Immune Medicine team at Adaptive supports customers in incorporating immune receptor data in basic research to better understand disease, host immune response, and accelerate the development of innovative drugs.

Director/Senior Director, Sales & Business Development

The Director/Senior Director, Sales & Business Development will execute on IM's commercial growth strategy. As a player/manager, this role is responsible for generating sales, achieving revenue targets, and managing a sales team. This role is accountable for sourcing, structuring, negotiating, closing deals, and growing a book of business that includes fee-for-service (FFS) life sciences research offerings and strategic partnerships.

This book of business is comprised of a portfolio of pharmaceutical and biotechnology companies as well as academic institutions. The successful candidate will have exceptional sales savvy, negotiation, and contract-management skills plus strong deal-making capabilities. This candidate will be responsible for growing existing and securing new accounts that grow research sales revenue to continue to embed Adaptive as the preferred partner and 'go-to' immune sequencing platform.

Key Responsibilities and Essential Functions

Directly generate IM sales revenue and new bookings. Own and manage a growing book of business. Drive prospecting, negotiating, and closing FFS deals with existing and new customers. Manage contracts, contract negotiations (e.g., CDAs, MSAs, SOWs) with new and existing customers. Manage sales engagements and negotiations of agreements and statements of work. Partner with finance, legal, and R&D to execute agreements. Develop and deepen relationships with biotechnology, pharmaceutical, academic institutions, CROs, and technology partners. Partner closely with Commercial and Lab Operations to meet and exceed customer needs. Develop team members, provide timely and constructive feedback, and actively manage team member career growth and development. Communicate accurately, clearly, and succinctly to Adaptive's leadership and customers.

Position Requirements

For Director:

• Bachelor's degree with 15+ years of progressive experience in the biotechnology, pharmaceutical, or life sciences industry or a similar combination of education and commercial experience; an advanced degree is preferred.
• Masters degree with 12+ years of progressive experience, or PhD with 8+ years of progressive experience
• 5+ years of progressive experience in sales or commercial leadership in the biotechnology, pharmaceutical, or life sciences industry with a proven track record of individually generating revenue by negotiating and closing deals.
• 4+ years of progressive experience supervising a sales team with a track record of growing revenue.

For Senior Director:

• Bachelor's degree with 17+ years of progressive experience in the biotechnology, pharmaceutical, or life sciences industry or a similar combination of education and commercial experience; an advanced degree is preferred.
• Masters degree with 14+ years of progressive experience, or PhD with 10+ years of progressive experience
• 5+ years of progressive experience in sales or commercial leadership in the biotechnology, pharmaceutical, or life sciences industry with a proven track record of individually generating revenue by negotiating and closing increasingly complex deals.
• Experience actively managing and developing sales teams with a track record of growing revenue.

Working Conditions

This position will be field-based, may require up to 40% travel, and a willingness to work according to global hours when needed to support global customers.

Compensation

Salary Ranges:

• Director: $183,400 - $275,000
• Senior Director: $206,400 - $309,600

Other compensation elements include:

• Equity grant
• Bonus eligible