• 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.