# Senior Director, Government Business Development

**Company:** [Machinify](https://hotfix.jobs/companies/machinify)
**Location:** Remote
**Role:** Executive Leadership
**Experience:** 8+ years
**Skills:** Far, Gsa Schedule, Gwacs, Bpas, Sparc, Rfp, Rfi, Medicaid Rac, Cms, AI/ML, Data Analytics, Teaming Agreements, Pipeline Management, Government Procurement, Program Integrity
**Posted:** 2026-04-15

> Leads business development for federal (CMS, VA, HHS) and state government markets, owning go-to-market strategy, RFP responses, partnerships with prime contractors, and pipeline management to secure contracts in healthcare payment integrity.

## Job Description

## What You Will Own

### Federal Business Development
- 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.

### State and SLED Business Development
- 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.

### Strategic Partnerships and Teaming
- 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.

### Pipeline, Forecasting, and GTM Operations
- 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.

### Thought Leadership and Industry Convening
- 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.

### Cross-Functional Collaboration
- 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.

## What You Bring

### Required
- 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.

### Preferred
- 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.

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