Business Development/Sales Specialist

Job not on LinkedIn

🕒 September 23

🏈 Alabama, Arizona, +26 more states – Remote

🏈 Alabama – Remote 🌵 Arizona – Remote ⛰️ Colorado – Remote 🦌 Connecticut – Remote 🐊 Florida – Remote 🌽 Illinois – Remote 🌪️ Kansas – Remote 🦞 Maine – Remote 🦬 Montana – Remote 🌾 Nebraska – Remote 🗻 New Hampshire – Remote 🏖️ New Jersey – Remote 🌶️ New Mexico – Remote 🌲 North Carolina – Remote 🏈 Ohio – Remote 🦀 Maryland – Remote 🍂 Massachusetts – Remote 🚗 Michigan – Remote ❄️ Minnesota – Remote 🎸 Mississippi – Remote 🏰 Missouri – Remote 🔔 Pennsylvania – Remote 🌴 South Carolina – Remote 🎸 Tennessee – Remote 🤠 Texas – Remote ⚔️ Virginia – Remote ⛰️ West Virginia – Remote 🧀 Wisconsin – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

💰 Business Development (BDR)

👻 Ghost score 10%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Palco, Inc.

WebsiteLinkedInAll Job Openings

51 - 200 employees

💸 Finance

💳 Fintech

🏥 Healthcare

Finance • Fintech • Healthcare

Palco, Inc. is a pioneer in the financial services sector, recognized as the first company in the United States to offer fiscal/employer agent (F/EA) services for self-directed programs. With a commitment to transparency and integrity, Palco empowers individuals to take control of their own care while setting industry best practices. As a leader in this field, the company plays a critical role in facilitating self-directed care solutions for its clients.

📋 Description

• Identify, shape, and develop growth opportunities across self-directed Medicaid services, managed care, and emerging innovation markets • Generate and evaluate self-direction markets, including FMS, Support Broker, employer authority, waiver amendments, carve-ins, and program redesigns • Analyze state Medicaid strategies, Medicaid waivers, MCO initiatives, and legislative activity affecting self-direction • Own the sales cycle from lead generation and discovery through solution positioning, negotiation, and close • Build and maintain client relationships while sourcing and qualifying new opportunities through outbound prospecting, market research, and relationship building • Design market-entry strategies, segmentation frameworks, and growth roadmaps • Build business cases for new states, health plans, and program expansions and present recommendations to executive leadership • Identify, qualify, and shape opportunities before RFP or procurement release • Track leads, activities, forecasts, and strategic account intelligence in CRM systems • Develop tailored pitches, proposals, opportunity briefs, pursuit strategies, and early-positioning guidance • Build and manage a sales pipeline to meet or exceed revenue targets • Explore adjacent growth areas such as SDoH, caregiver workforce models, technology innovations, and home- and community-based innovations • Represent Palco at national and state conferences, policy forums, and innovation summits • Partner cross-functionally with Product, Compliance, Operations, Marketing, and Client Engagement • Translate market intelligence into implementation considerations, product requirements, and operational implications • Provide executive-ready reporting on market trends, pipeline health, and growth risks and opportunities • Negotiate pricing, terms, and contracts • Analyze performance data to optimize outreach strategies and improve close rates

🎯 Requirements

• 3–4 years specifically in Medicaid, LTSS, or government-facing healthcare markets and business development • Experience in self-directed Medicaid services, LTSS, FMS, or complex waiver environments • Strong understanding of state Medicaid structures, MCO contracting, and government procurement cycles • Background in business development, marketing strategy, partnerships, or healthcare policy • High level of CRM literacy, strategic documentation, and analytical discipline • Excellent written and verbal communication with executive-level presence • Comfortable operating in ambiguity and influencing without authority • Expert-level knowledge of the company’s full suite of products and solutions to position offerings accurately • Ability to independently build and manage a strong sales pipeline • Ability to negotiate pricing, terms, and contracts • Ability to operate with minimal oversight and adapt to changing priorities

🏖️ Benefits

• Generous Paid time off • Annual bonus potential • Retirement savings support • Career growth opportunities • Paid training • Employer-shared health insurance cost • Employer-paid disability insurance • Employer-paid life and AD&D insurance • Vision insurance • Cancer insurance • Voluntary life insurance • Remote work environment • Paid holidays • Work/life balance • Internal and external learning opportunities