Director of Business Development

This is a fully remote position, open to applicants in District of Columbia, +1 more state.

📋 Description

• Act as the primary business development leader for VeraTru.

• Cultivate relationships with certified IDR entities, federal health contractors, and state insurance regulators.

• Initiate executive discussions and convert them into viable opportunities.

• Develop joint ventures, partnerships, and subcontracting relationships with prime contractors and IDR entities.

• Engage in sales while creating the market map and account plan, aiming for two strategic meetings each week.

• Provide a comprehensive market overview and a clear go-to-market strategy within the initial 90 days.

• Establish and manage a named-account plan for certified IDR entities, federal health review contractors, and state IDR programs.

• Oversee long-cycle B2B and public-sector transactions from the initial meeting to a signed MSA or pilot agreement.

• Collaborate with the Capture Manager on bidding strategies and proposals.

• Direct market positioning and sales enablement efforts alongside the Marketing team.

• Monitor CMS, CCIIO, state DOI, and DFS policy and regulatory alterations and integrate them into account strategies.

• Represent VeraTru at industry events, conferences, and IDR working groups.

• Relay market and customer insights to the product team and leadership.

• Maintain pipeline, forecasts, and account plans in the CRM, providing weekly updates to the CEO and COO.

• Expand into state dispute programs and other federal health contracts as a prime, subcontractor, joint venture, or team partner.

⛳️ Requirements

• Reside in the United States, preferably on the U.S. East Coast; Washington, DC metro area is ideal.

• A minimum of 10 years in business development or capture leadership within government contracting, with 15–20 years being preferable.

• Experience specifically with federal health programs, including HHS, CMS, Medicare, Medicaid, VA, or IRO activities.

• Commercial-only experience is not suitable for this role.

• Extensive network in government contracting within federal health, ideally encompassing certified IDR entities, independent review organizations, Medicare appeals, or quality-review contractors, as well as state insurance regulators.

• Familiarity with how health plans and providers process claims.

• Understanding of procurement processes in regulated settings, including MSAs, vendor security evaluations, BAAs, and HIPAA compliance.

• Executive presence with the capability to cultivate trusted relationships.

• Competence in briefing a CEO and independently drafting concise proposal summaries.

• Comfort in building and scaling operations without a large team or substantial marketing budget.

• Willingness to travel for client meetings and industry events at least once per quarter.

• Must be currently residing in the United States.

• Legally authorized to work in the United States for any employer without the need for current or future visa sponsorship.

• Nice-to-have: Direct experience with the No Surprises Act IDR, IRO, or Medicare appeals.

• Nice-to-have: Experience with federal or state bid capture, teaming agreements, and the Shipley process.

• Nice-to-have: Knowledge of healthcare payment processes, escrow, or fee-remittance flows.

• Nice-to-have: Previous experience with CMS, CCIIO, or as a state regulator.

🏝️ Benefits

• Option for remote work.

• Travel opportunities for client meetings and industry events, at least quarterly.

• Full-time W-2 employment option available.

• Opportunity and autonomy to develop the business development program.

• Direct collaboration with the CEO and COO.

• Participation in industry events and conferences.