[Hiring] Senior Director, Government Business Development @Machinify

Role Description

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
• 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.

What You Will Own

• Federal Business Development
  • Own the federal go-to-market strategy across CMS, VA, HHS, and adjacent agencies
  • Identify and pursue net-new federal contract opportunities
  • Lead end-to-end federal sales cycles
  • Maintain awareness of federal procurement vehicles
  • Monitor federal legislative, regulatory, and policy developments
• State and SLED Business Development
  • Own the state and local go-to-market strategy across Medicaid RAC programs
  • Build and manage a state-level pipeline
  • Build senior relationships with State Medicaid Directors and stakeholders
  • Track state RFP calendars and legislative developments
• Strategic Partnerships and Teaming
  • Identify, cultivate, and manage relationships with federal prime contractors
  • Negotiate teaming agreements and partnership terms
  • Maintain awareness of prime contractor capture activities
  • Represent Machinify in partner ecosystems and industry associations
• Pipeline, Forecasting, and GTM Operations
  • Build and manage a robust government pipeline
  • Work closely with finance to develop contract-level revenue models
  • Coordinate proposal and capture efforts
  • Provide regular pipeline and market intelligence updates
• Thought Leadership and Industry Convening
  • Represent Machinify at government-focused conferences and trade shows
  • Participate in the development of a cross-sector network group
  • Support design and execution of convenings
  • Leverage network activities to strengthen relationships
• Cross-Functional Collaboration
  • Partner with Legal, Compliance, and Contracts teams
  • Collaborate with delivery and customer success teams
  • Provide market intelligence and competitive feedback
  • Work closely with Government Programs team

Qualifications

• 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
• Deep understanding of federal and state procurement processes
• Substantive knowledge of Medicaid program structures and procurement dynamics
• Experience developing and managing strategic partnerships
• Familiarity with payment integrity and related domains
• Existing network of relationships within CMS and state Medicaid agencies

Preferred

• Experience with Medicaid RAC programs and CMS payment integrity contracting
• Familiarity with AI/ML, data analytics, or technology-enabled fraud detection
• Prior federal government service or contractor experience
• Experience convening or facilitating industry groups
• Familiarity with CMS contract vehicles and procurement history
• Prior experience in a high-growth, private equity-backed healthcare technology company

Competencies

• Executive presence and ability to engage with government senior leadership
• Strategic thinker who understands government business dynamics
• Skilled relationship builder capable of bringing together diverse stakeholders
• Self-starter comfortable operating with autonomy
• Strong written and verbal communication skills
• Exceptional negotiation skills across commercial and government contexts
• Proven ability to manage long, complex sales cycles

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