Senior Director, Government Business Development

Machinify

20h • $195,000 - $220,000 • Remote

About The Position

Machinify is seeking a Senior Director of Government Business Development to lead growth across both federal and state government markets. This is a foundational leadership role within our Government Development function, reporting to the General Counsel and sitting at the intersection of policy, procurement, and commercial strategy.
This individual will own end-to-end business development across federal agencies (CMS, VA, HHS, HHS/OIG) and state Medicaid programs — driving net-new contract wins, expanding existing relationships, displacing incumbents in competitive RFP environments, and building the teaming and partnership infrastructure required to compete on large government procurements.
Success in this role requires deep credibility with government buyers, mastery of federal and state procurement processes, and the judgment to navigate complex, politically nuanced sales cycles. This is a strategic leadership position requiring someone who wins government business through policy influence, relationship depth, and procurement expertise as much as through traditional sales execution.

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
• 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, not just pipeline management
• Skilled relationship builder capable of bringing together diverse stakeholders — agency buyers, prime contractors, outside firms, and internal teams — around shared objectives
• Self-starter comfortable operating with autonomy in a fast-moving, growth-oriented environment with limited infrastructure
• 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

Nice To Haves

• Experience with Medicaid RAC programs, Medicare program integrity, or CMS payment integrity contracting
• Familiarity with AI/ML, data analytics, or technology-enabled fraud detection and claims audit solutions
• Prior federal government service or contractor experience with a major federal integrator
• Experience convening or facilitating industry groups, coalitions, or advisory councils
• Familiarity with CMS contract vehicles and procurement history (SPARC, HIGLAS, CIO-SP3 equivalents)
• Prior experience in a high-growth, private equity-backed healthcare technology company

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
• Partner with Legal, Compliance, and Contracts teams to navigate government procurement requirements and OCI considerations
• 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

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

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed
• Number of Employees: 101-250 employees