Vice President, Government Business Development Remote

Senior Director, Government Business Development

Remote - US

Machinify is a leading healthcare intelligence company with expertise across the payment continuum, delivering unmatched value, transparency, and efficiency to health plan clients across the country. Deployed by over 85 health plans, including many of the top 20, and representing more than 270 million lives, Machinify brings together a fully configurable and content-rich, AI‑powered platform along with best‑in‑class expertise. We’re constantly reimagining what’s possible in our industry, creating disruptively simple, powerfully clear ways to maximize financial outcomes and drive down healthcare costs.

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.

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.

• 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 team 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…