Senior Director, Government Business Development

About the Role:

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.

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

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

Competencies

• 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