Senior Director, Government Business Development
M
MachinifyHealthcare intelligence
Remote - USFull-TimeDirector
Salary195000 - 220000 USD per year
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Job Details
- Experience
- 8+ years
Requirements
- 8+ years of experience in business development, sales, or account management selling technology or services to federal and/or state government agencies
- Demonstrated success closing complex, multi-stakeholder deals in the public sector, including RFP-driven procurements
- Deep understanding of federal procurement processes (FAR, GSA Schedule, GWACs, BPAs)
- Deep understanding of state procurement processes (state RFP/RFI processes, sole-source vehicles, Medicaid-specific procurement structures)
- Substantive knowledge of Medicaid program structures, CMS oversight, state-federal cost-sharing, and state Medicaid procurement dynamics
- Experience developing and managing strategic partnerships with federal prime contractors or systems integrators
- Experience with teaming agreement negotiation
- Familiarity with payment integrity, fraud detection, improper payments, program integrity, healthcare cost containment, or related domains
- Existing network of relationships within CMS, state Medicaid agencies, or adjacent federal health agencies
- Executive presence and the ability to engage credibly with government senior leadership, program office staff, and contracting officers
- Strategic thinker who understands that government business is won through policy positioning and relationship depth
- Skilled relationship builder capable of bringing together diverse stakeholders
- Self-starter comfortable operating with autonomy in a fast-moving, growth-oriented environment
- Strong written and verbal communication skills, including proposal narrative development, executive presentations, and government-facing communications
- Exceptional negotiation skills across both commercial and government contracting contexts
- Proven ability to manage long, complex sales cycles with multiple stakeholders and procurement milestones simultaneously
Responsibilities
- Own the federal go-to-market strategy across CMS, VA, HHS, and adjacent agencies
- Identify and pursue net-new federal contract opportunities through proactive outreach, RFI/RFP responses, and strategic positioning
- Lead end-to-end federal sales cycles including opportunity shaping, RFP strategy, response leadership, and contract negotiations
- Maintain awareness of federal procurement vehicles and position Machinify to compete on the right vehicles
- Monitor federal legislative, regulatory, and policy developments and translate intelligence into actionable GTM strategy
- Own the state and local go-to-market strategy across Medicaid RAC programs, state program integrity offices, and SLED procurement environments
- Build and manage a state-level pipeline targeting greenfield Medicaid RAC opportunities and competitive displacement opportunities
- Build senior relationships with State Medicaid Directors, Program Integrity leadership, and state procurement, legal, and budget stakeholders
- Track state RFP calendars, incumbent contract expiration dates, and legislative developments affecting state Medicaid program integrity
- Identify, cultivate, and manage relationships with federal prime contractors and systems integrators to pursue joint opportunities and teaming arrangements
- Negotiate teaming agreements, subcontracting arrangements, and partnership terms
- Represent Machinify in partner ecosystems, contractor forums, and industry associations
- Build and manage a robust government pipeline across federal and state markets with accurate, stage-gated forecasting
- Coordinate proposal and capture efforts with the Capture Manager and Proposals function
- Provide regular pipeline and market intelligence updates to General Counsel and executive leadership
- Represent Machinify at government-focused conferences, trade shows, and industry associations
- Support design and execution of convenings including roundtables, working groups, and industry summits
- Partner with Legal, Compliance, and Contracts teams to navigate government procurement requirements
- Collaborate with delivery and customer success teams to ensure seamless transitions from contract award to implementation
- Provide market intelligence and competitive feedback to product and marketing teams on government-specific requirements and buyer needs
- Work closely with Government Programs team to ensure existing contract relationships inform and support net-new BD activities
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