The Sales Manager, Genomic Tools & Applications is a senior individual contributor responsible for driving both capital equipment placements and strategic consumables growth for Ultima's sequencing platform across research and applied genomics markets.

This position reports directly to the VP of Sales, North America and partners cross-functionally in a matrixed organisation.

Key responsibilities include:

• Identifying and developing new customer opportunities, including greenfield accounts and expansion opportunities within existing customers

• Creating and advancing a high-quality sales funnel through strategic account planning, customer discovery, and proactive engagement

• Identifying, structuring, and closing large, complex sequencing projects that drive meaningful, sustained consumables revenue , beyond routine utilisation

• Driving new instrument placements by aligning platform capabilities to high-impact scientific, clinical, and operational needs

• Navigating long, multi-stakeholder sales cycles involving scientific leaders, operations, procurement, finance, and executive decision-makers

• Expanding platform adoption by aligning applications to customer funding sources, study design, and downstream objectives

• Delivering quarterly and annual revenue consistent with assigned quota and operating targets

• Maintaining disciplined forecasting and opportunity management using Salesforce.com (SFDC), with clear articulation of deal strategy, risks, and next steps

• Serving as a trusted field voice, providing customer, competitive, and market insight to inform product and GTM strategy

• Operating with urgency, ownership, and accountability in a fast-moving startup environment

Requirements include:

• 8+ years of sales experience in genomics and/or next-generation sequencing

• Demonstrated success selling capital equipment and large-scale consumables programs or projects

• Strong understanding of genomics markets and applications, including Whole Genome Sequencing (WGS), single cell, oncology, liquid biopsy, Minimal Residual Disease (MRD), and emerging workflows

• Proven ability to independently manage complex sales cycles and executive-level relationships

• Willingness to travel 50% of the time and reside within 90 minutes of a major airport; preferred locations include Chicago (IL), St. Louis (MO), Columbus (OH), and Detroit (MI)

• Entrepreneurial, ownership-driven mindset

• Ability to thrive in ambiguity and maintain momentum through uncertainty, long sales cycles, shifting priorities, and technical complexity

• Complex enterprise seller with experience in multi-year, multi-stakeholder sales

• Ability to influence without authority and drive progress through credibility and trust

• Mission-driven and customer-centric approach

At Ultima Genomics, your base pay is one part of your total compensation package. This role pays between $110,000 and $140,000, if performed in the US, and your actual base pay will depend on your skills, qualifications, experience, and location.

This role is also eligible for a competitive benefits package that includes medical, dental, vision, life, and disability insurance; 401(k) retirement plan; flexible spending & health savings account; paid holidays; paid time off; employee assistance program; and other company benefits.

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The Sales Manager, Genomic Tools & Applications is a senior individual contributor responsible for driving both capital equipment placements and strategic consumables growth for Ultima's sequencing platform across research and applied genomics markets.

This position reports directly to the VP of Sales, North America and partners cross-functionally in a matrixed organization.

This role requires a proactive commercial leader who excels at originating new opportunities, shaping large, complex sequencing initiatives, and converting those efforts into both instrument placements and sustained consumables revenue.

Success depends on the ability to identify unmet needs, engage new and existing customers in high-value discussions, and navigate complex sales processes in a startup environment where strategy and structure continue to evolve and expand.

The Sales Manager, Genomic Tools & Applications manages Northern California/Pacific Northwest territory in North America and owns territory performance end-to-end, manages complex, multi-stakeholder sales cycles independently, and helps shape Ultima's commercial success through influence, insight, and execution.

Key Responsibilities:

• Identify and develop new customer opportunities, including greenfield accounts and expansion opportunities within existing customers

• Create and advance a high-quality sales funnel through strategic account planning, customer discovery, and proactive engagement

• Identify, structure, and close large, complex sequencing projects that drive meaningful, sustained consumables revenue , beyond routine utilization

• Drive new instrument placements by aligning platform capabilities to high-impact scientific, clinical, and operational needs

• Navigate long, multi-stakeholder sales cycles involving scientific leaders, operations, procurement, finance, and executive decision-makers

• Expand platform adoption by aligning applications to customer funding sources, study design, and downstream objectives

• Deliver quarterly and annual revenue consistent with assigned quota and operating targets

• Maintain disciplined forecasting and opportunity management using Salesforce.com (SFDC), with clear articulation of deal strategy, risks, and next steps

• Serve as a trusted field voice, providing customer, competitive, and market insight to inform product and GTM strategy

• Operate with urgency, ownership, and accountability in a fast-moving startup environment

Qualifications:

• Educational Background: BS in Molecular Biology, Genetics or related discipline required; PhD preferred

• Experience: 8 + years of sales experience in genomics and/or next-generation sequencing

• Expertise:

• Demonstrated success selling capital equipment and large-scale consumables programs or projects

• Strong understanding of genomics markets and applications, including Whole Genome Sequencing (WGS), single cell, oncology, liquid biopsy, Minimal Residual Disease (MRD), and emerging workflows

• Proven ability to independently manage complex sales cycles and executive-level relationships

• Travel & Location: Willingness to travel 50% of the time and must be located in the San Francisco Bay area

• Strategic Opportunity Creator: Proven ability to originate and advance high-value opportunities in early-adoption or emerging markets, engaging senior scientific, operational, and executive stakeholders

• Entrepreneurial, Ownership-Driven: Operates with a founder mindset,building territory strategy, account plans, and operating cadence from scratch; decisive and action-oriented, even with incomplete information

• Thrives in Ambiguity: Maintains momentum through uncertainty, long sales cycles, shifting priorities, and technical complexity

• Complex Enterprise Seller: Experienced in multi-year, multi-stakeholder sales; aligns scientific value, operational feasibility, and economic justification; negotiates sophisticated commercial and partnership structures

• Influence Without Authority: Drives progress through credibility and trust; collaborates effectively across applications, service, marketing, and operations while balancing customer urgency with startup constraints

• Mission-Driven & Customer-Centric: Motivated by advancing genomics and human health; builds durable customer relationships grounded in scientific credibility and clear, compelling communication

At Ultima Genomics, your base pay is one part of your total compensation package. This role pays between $110,000 and $140,000, if performed in the US, and your actual base pay will depend on your skills, qualifications, experience, and location.

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Responsibilities:

• Draft, review, and negotiate a wide range of commercial agreements for frontier AI companies.
• Partner closely with engineering, finance, and operations teams to align contracts with business needs.
• Create processes, templates, and playbooks to support efficient and scalable contracting.
• Be extremely versatile, highly responsive, and pitch in for anything needed in the Legal department.

Basic Qualifications:

• 5-10 years of legal experience, ideally through a combination of experience at innovative technology companies and/or excellent law firms.
• Experience in commercial contracting, with a focus on procurement in technology or infrastructure sectors.
• Proven track record of negotiating complex deals for software, SaaS, hardware, data licenses, capital equipment, or AI-related technologies.
• Tech-savvy with an understanding or keen interest in data centers and emerging technologies like AI.
• Strong sense of ownership, inquisitive, and enthusiastic about technology, with sound judgment in ambiguous situations.

Compensation and Benefits:

• $225,000 - $285,000 USD base salary, plus equity, comprehensive medical, vision, and dental coverage, access to a 401(k) retirement plan, short & long-term disability insurance, life insurance, and various other discounts and perks.

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The ideal candidate has experience supporting construction projects, managing contractor sourcing, coordinating bids, and working cross-functionally with engineers, and project teams to ensure projects are delivered on time and within budget.

This role will play a key part in supporting new facility development and expansion projects as Shield AI continues to scale.

Responsibilities:

• Lead sourcing and procurement activities for construction and facility expansion projects, including contractor selection, bid management, and vendor negotiations.

• Partner with Facilities, Engineering, and Operations teams to support the development and build-out of new manufacturing and engineering facilities.

• Manage RFPs/RFQs for construction vendors, general contractors, and specialty subcontractors, evaluating proposals based on cost, capability, and schedule.

• Negotiate pricing, contracts, and project terms with construction suppliers and service providers.

• Coordinate with site selection partners, project managers, and internal stakeholders to ensure procurement activities align with project timelines.

• Manage purchase orders, contracts, and supplier performance within the company's ERP system (Deltek Costpoint).

• Track project procurement milestones, delivery schedules, and contractor performance to support successful project execution.

• Support the development of standard procurement processes for construction and capital project sourcing.

• Ensure vendor compliance with company policies and procurement standards.

Requirements:

• 3–7 years of experience in procurement, sourcing, or supply chain, with exposure to construction, facilities, or capital project procurement.

• Experience sourcing or managing suppliers for construction projects, facility expansions, or infrastructure development.

• Familiarity with general contractors, subcontractors, and construction bid processes (RFP/RFQ).

• Strong negotiation skills with the ability to manage supplier pricing, contracts, and project terms.

• Excellent organizational and project coordination skills.

• Strong communication skills with the ability to collaborate across engineering, operations, and project teams.

• Proficiency in Microsoft Excel and procurement systems or ERP platforms.

Preferences:

• Experience supporting manufacturing facility construction, plant expansions, or engineering lab build-outs.

• Background working with general contractors, or construction project teams.

• Experience sourcing capital equipment, tooling, or facility infrastructure.

• Experience working in aerospace, defense, manufacturing, or high-tech environments.

• Familiarity with Deltek Costpoint or other ERP systems used for procurement.

• Knowledge of FAR/DFARS or compliance-driven procurement environments.

Why This Role is Unique:

• Opportunity to support major facility expansion projects as Shield AI continues to grow.

• Work closely with engineering, facilities, and leadership teams to help build the infrastructure supporting next-generation autonomous systems.

• Join a fast-growing company where procurement professionals can directly impact large-scale projects and operational growth.

Salary: $65,000 - $105,000 a year

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