Senior Director, Government Business Development
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Job Description
Senior Director of Government Business Development focusing on federal and state government markets. Managing complex procurement processes and strategic relationships to drive business growth.
Responsibilities:
- 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
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