• Serve as the primary architect for the "Anchor Partner" program • Identify, negotiate, and sign the flagship partners essential for customer transitions • Create structure from ambiguity in the zero-to-one phase of business

• Research and identify prospective clients and organizations aligned with BCom’s services and mission • Help qualify opportunities by gathering background information, funding details, and strategic context • Support the tracking and organization of leads, outreach efforts, and pipeline activity • Join business development and pitch meetings to take clear, structured, and actionable notes • Summarize key takeaways, action items, and next steps for internal teams • Assist in building pitch decks and proposal materials from outline to final formatting • Conduct research and proofreading support for RFP responses • Help maintain accurate opportunity records in our Asana-based CRM and internal systems • Support light reporting on pipeline activity and outreach progress • Provide coordination support that helps keep the business development process moving forward

• 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.

• Collaborate within both our BDR team, and the extended sales organization including Marketing, Customer Success, Sales, and Product Management to develop strategies for prospecting and adding new business to expand PFM (Pipe Flow Modeling) and Chemcad customer base • Meet and exceed weekly/monthly/quarterly metrics, forecast, outbound objectives, and quota • Required to deliver measurable and successful KPIs via cold calls, email, and social selling platforms like LinkedIn • Adapt to changing markets • Partner and communicate effectively with your assigned account executive and manager • Communicate with C-suite level executives in relevant verticals