Senior Director, Government Business Development

Job not on LinkedIn

🕒 April 15

🇺🇸 United States – Remote

💵 $195k - $220k / year

⏰ Full Time

🟠 Senior

💰 Business Development (BDR)

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Machinify

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

⚕️ Healthcare Insurance

🤖 Artificial Intelligence

☁️ SaaS

💰 $10M Series A - Machinify on 2018-10

Healthcare Insurance • Artificial Intelligence • SaaS

Machinify is a healthcare-focused AI platform and services company that reshapes healthcare payments and payment integrity. Its AI operating system unifies claims, medical records, contracts, and policies, and uses foundation models and task-specific agents to automate and improve coding, payment accuracy, recoveries, and cost avoidance. Machinify serves health plans (including 18 of the top 20), supports insourced, hybrid, or fully-managed deployments, and emphasizes measurable outcomes — reporting 85+ customers, 270M member lives covered, and $6B+ in annual cost avoidance and recoveries.

📋 Description

• Own the federal go-to-market strategy across CMS, VA, HHS, and adjacent agencies, in coordination with retained federal government affairs firm. • Identify and pursue net-new federal contract opportunities through proactive outreach, RFI/RFP responses, and strategic positioning with program offices and contracting officers. • Lead end-to-end federal sales cycles including opportunity shaping, early-stage influence, RFP strategy, response leadership, and contract negotiations. • Maintain awareness of federal procurement vehicles (GSA Schedule, GWACs, BPAs, CMS-specific vehicles such as SPARC) and position Machinify to compete on the right vehicles at the right time. • Monitor federal legislative, regulatory, and policy developments affecting payment integrity and program integrity 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, in coordination with our retained state government affairs firm. • Build and manage a state-level pipeline targeting both greenfield Medicaid RAC opportunities (states with no existing RAC program) and competitive displacement opportunities (states heading toward RFP where incumbent contractors are vulnerable). • 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 that position Machinify competitively on large procurements. • Maintain awareness of prime contractor capture activities and position Machinify as a preferred subcontractor or partner. • 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. • Work in close coordination with the finance to develop contract-level revenue models, pipeline-to-revenue conversion tracking, and quarterly planning inputs. • Coordinate proposal and capture efforts with the Capture Manager and Proposals function, ensuring RFP responses are competitive, compliant, and on time. • Provide regular pipeline and market intelligence updates to General Counsel and executive leadership. • Represent Machinify at government-focused conferences, trade shows, and industry associations (HFPP, NAMPI, NAMD, and others). • Participate in the development of a cross-sector network group bringing together government agencies and commercial payers to advance payment integrity best practices. • Support design and execution of convenings including roundtables, working groups, and industry summits. • Leverage network activities to strengthen relationships, generate leads, and reinforce Machinify's position as a thought leader in government payment integrity.

🎯 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) and 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, including 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.

🏖️ Benefits

• Work from anywhere in the US! Machinify is digital-first. • Top Medical/Dental/Vision offerings • FSA/HSA • Tuition reimbursement • Competitive salary, 401(k) with company match • Additional health and wellness benefits and perks • Flexible and trusting environment where you’ll feel empowered to do your best work