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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You will bring clarity to ambiguity. You will translate complex enterprise problems into structured, Hebbia-driven solution approaches that executives can confidently act on. At the same time, you will design tailored AI-powered workflows and evaluations that validate impact, reduce decision risk, and strengthen the commercial narrative.

You will operate as a trusted advisor to sophisticated buyers navigating ambiguity, risk, and scale. Your job is to clarify thinking, reduce decision risk, and prove value in environments where accuracy, speed, and explainability matter.

Key responsibilities include owning technical strategy from discovery through close in complex enterprise sales cycles, leading rigorous technical discovery to understand workflows, data realities, constraints and executive success criteria, translating ambiguous customer challenges into clear structured Hebbia solution frameworks, designing and configuring tailored AI-powered workflows to prove differentiated value during evaluations, delivering high-stakes live demos and technical discussions with senior stakeholders, surfacing risks early, challenging assumptions, and shaping mitigation strategies that accelerate deal progression, partnering closely with Sales to increase win rates, deal velocity, and executive confidence, providing structured product feedback that sharpens positioning and informs roadmap decisions.

Required skills include 5+ years in a customer-facing technical role within complex enterprise sales environments, deep experience with AI systems, data platforms, LLM-based workflows or decision intelligence platforms, demonstrable executive presence, able to earn trust from C-Suite practitioners, strong at structuring ambiguous problems into clear, defensible solution approaches, strong preference for experience selling to or performing Analyst roles in Banking, Asset Management, Private Markets, Legal or Enterprise Knowledge teams in complex enterprise environments, comfortable operating in high-expectation, performance-driven environments.

Benefits include unlimited PTO, medical, dental, vision, 401K, wellness benefits, catered lunch daily, doordash dinner credit, parental leave policy, fertility benefits, and a competitive equity package with unmatched upside potential.

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