Associate Director, Strategic Alliance & Business Development

At Adaptive, we’re Powering the Age of Immune Medicine. Our goal is to harness the power of the adaptive immune system to transform the way diseases are diagnosed and treated. As an Adapter, you’ll have the opportunity to make a difference in people’s lives. With Adaptive, you’ll create a career highlight through collaboration with bright, curious colleagues working at the apex of innovation and application.

About the role

In addition to driving new business growth within current accounts, the Associate Director leads the Alliance Management team, serving as the primary strategic alliance leader for existing MRD BioPharma partnerships. The role acts as a key liaison between the Alliance Management team and internal cross-functional teams, driving alignment across commercial, clinical, scientific, operational, and data delivery functions. This position reports to the Senior Vice President, MRD BioPharma.

Leaders at Adaptive demonstrate behaviors consistent with Adaptive’s Core Values and Leadership Principles. Critical functions include helping establish individual team member goals, aligning those goals with broader team objectives, and ensuring those objectives drive company goals. Providing thoughtful coaching and consistent feedback will drive performance excellence, accountability, and support team members’ growth and development. Leaders create an environment of belonging, respect, and open communication.

Responsibilities

• Lead, mentor, and develop a team of Alliance Managers responsible for the successful management, retention, and growth of strategic BioPharma partnerships.
• Establish and manage effective alliance governance, including joint steering committees, operating teams, business reviews, escalation pathways, and decision-making processes.
• Provide strategic oversight and coaching to ensure effective account planning, alliance governance, stakeholder engagement, and execution of contractual commitments across the partnership portfolio.
• Drive account expansion and revenue growth by partnering with Alliance Managers to identify new opportunities, including additional studies, new indications, and broader adoption of Adaptive’s MRD platform and services.
• Develop and maintain integrated alliance plans, priorities, milestones, dependencies, risks, and action items.
• Lead regular partner meetings, including agenda development, preparation of materials, facilitation, documentation, and follow-through.
• Monitor alliance performance and identify emerging risks, resource needs, scope changes, and opportunities for partnership expansion.
• Facilitate resolution of cross-functional or partner-related issues through clear communication, structured decision-making, and timely escalation.
• Ensure internal stakeholders understand partner priorities, contractual obligations, governance requirements, and key business considerations.
• Partner with Business Development and account leadership during the transition from deal execution to ongoing alliance management.
• Support contract interpretation, amendments, change orders, financial planning, forecasting, and performance reporting in collaboration with Legal and Finance.
• Develop executive-level updates that clearly communicate alliance performance, strategic issues, risks, and recommended actions.
• Capture and apply alliance-management best practices, tools, and processes across the broader portfolio.
• Contribute to a collaborative, accountable, and partner-focused culture within the Alliance Management team.
• Serve as the executive escalation point for strategic partner issues, cross-functional challenges, and critical business opportunities.
• Lead cross-functional teams to support successful onboarding, execution, and expansion of partner programs.
• Coordinate internal stakeholders across commercial, clinical, scientific, laboratory, regulatory, legal, finance, and operational functions.
• Provide strategic insight into market trends, competitive dynamics, and emerging customer needs to inform business strategy.
• Support annual planning, revenue forecasting, and strategic initiatives for the MRD BioPharma business.
• Develop and deliver executive-level presentations, business reviews, and partnership updates for internal and external stakeholders.
• Perform all other duties as assigned.

Performance Metrics

• Achievement of annual revenue and business development targets.
• New partnership acquisition and contract execution.
• Expansion of existing accounts and strategic partnerships.
• Client satisfaction and retention.
• Successful execution of alliance governance and partnership objectives.
• Contribution to overall growth and strategic objectives of the MRD BioPharma business.

Requirements

• Bachelor’s degree in Life Sciences, Biology, Biotechnology, Business, Healthcare Administration, or a related field required; advanced degree (MBA, MS, MPH, PharmD, or PhD) preferred.
• 13+ years of progressive experience in biopharma, biotechnology, diagnostics, clinical research, or life sciences, including business development, alliance management, strategic partnerships, and/or key account management (10 years with Masters or 7 years with PhD).
• Proven success identifying, negotiating, closing, and expanding complex commercial partnerships with biopharmaceutical and biotechnology companies.
• 5+ years of experience managing strategic biopharma partnerships and leading alliance governance activities, including executive business reviews, steering committees, and cross-functional partnership management.
• 3+ years of people leadership experience with a demonstrated ability to recruit, develop, and lead high-performing, customer-facing teams.
• Experience supporting oncology clinical development programs, biomarker strategies, precision medicine initiatives, companion diagnostics, or related areas; familiarity with MRD, NGS-based assays, molecular diagnostics, or oncology drug development strongly preferred.
• Demonstrated ability to lead complex cross-functional initiatives and influence internal and external stakeholders, including R&D, Commercial, Legal, Finance, Operations, and senior executive leadership.
• Strong strategic thinking, communication, negotiation, presentation, and problem-solving skills, with the ability to develop innovative solutions and build trusted relationships across diverse stakeholder groups.

Schedule

This position will be field based, may require up to 25% travel from time to time, and a willingness to work according to global hours when needed to support global customers.

Pay

Salary Range: $163,100 - $244,700. Possible additional compensation elements include equity grants and bonus eligibility.