Director of Business Development (US Based - Remote)

SeedTrust•, (Multiple States)

10d•Remote

About The Position

VeraTru is hiring a dedicated business development leader to establish and grow relationships with organizations involved in the federal No Surprises Act Independent Dispute Resolution (IDR) process, including certified IDR entities, federal health contractors, and state insurance regulators. The role also develops opportunities in state dispute programs and other federal health contracts, including CMS, Medicare and Medicaid, benefits payments, and independent review organization (IRO) work. Opportunities may be pursued as a prime, subcontractor, joint-venture partner, or teaming partner. This is a key-account and partnerships role serving a market of a few dozen buyers, rather than a high-volume sales position. The Director will work directly with the CEO and COO, represent VeraTru in the industry, and shape the company's go-to-market approach. The position combines relationship development, long-cycle B2B and public-sector sales, capture and proposal collaboration, market positioning, policy monitoring, and pipeline management. The role is remote in the U.S. East Coast, with the Washington, DC metro preferred, and requires travel for client meetings and industry events at least once a quarter.

Requirements

10 or more years of business development or capture leadership experience in government contracting, focused on federal health programs such as HHS, CMS, Medicare, Medicaid, VA, or IRO work; commercial-only experience is not a fit.
A broad government-contracting network across federal health, ideally including decision-makers at certified IDR entities, independent review organizations, Medicare appeals or quality-review contractors, or state insurance regulators.
Understanding of where time is spent inefficiently in government contracting, likely roadblocks, and how to overcome them.
Working knowledge of how health plans and providers settle claims and of procurement in regulated environments, including MSAs, vendor security reviews, BAAs, and HIPAA.
Executive presence and the ability to build trust and relationships, brief a CEO, and independently draft a concise proposal summary.
Ability to build a program from the ground up and scale it without a large team or marketing budget.
Availability to travel for client meetings and industry events at least once a quarter.

Nice To Haves

15 to 20 years of business development or capture leadership experience.
Direct experience with the No Surprises Act IDR process, IROs, or Medicare appeals.
Capture experience on federal or state bids, including teaming agreements and the Shipley process.
Knowledge of payment, escrow, or fee-remittance flows in healthcare.
Former CMS, CCIIO, or state regulator experience.
IDR experience.

Responsibilities

Open executive conversations with CEOs, COOs, program directors, and operations leaders and convert them into qualified opportunities.
Build joint ventures, partnerships, and subcontract relationships with primes and IDR entities to pursue bids together.
Sell from day one while developing the market map and account plan, ramping to two strategic meetings per week with IDR entities, primes, and federal health contacts.
Deliver a full market landscape and a clear go-to-market strategy within the first 90 days.
Build and own a named-account plan across certified IDR entities, federal health review contractors, and state IDR programs.
Lead long-cycle B2B and public-sector deals from first meeting to signed MSA or pilot, working with the Capture Manager on bid strategy and proposals.
Lead VeraTru’s market positioning and sales enablement with Marketing, developing materials to support sales opportunities and advance deals.
Track policy and regulatory changes, including CMS, CCIIO, state DOI, and DFS developments, and translate them into account strategy.
Represent VeraTru at industry events and conferences and in IDR working groups.
Share market and customer insights with product and leadership.
Keep pipeline, forecasts, and account plans current in the CRM and report on them to the CEO and COO weekly.