Director of business development (us based - remote)

Location:

Remote, U.S. East Coast (Washington, DC metro preferred)

Type:

Full-time

Reports to:

Chief Executive Officer, working closely with the Chief Operating Officer

Travel:

requested, for client meetings and industry events, at least once a quarter

About VeraTru

VeraTru builds the operating layer behind the federal No Surprises Act Independent Dispute Resolution (IDR) process. Certified IDR entities use our platform for case management, fee collection, disbursement, and reconciliation, and we are expanding into state dispute programs and other federal health contracts. More than a million disputes are filed every year, and every certified entity has had to retool its operations under the 2026 federal IDR rule. Our edge is the financial layer. Every dispute carries at least four regulated fee transactions (CMS and entity fees, collected, remitted, and refunded to the prevailing party), and our servicing team helps entities keep more cases out of default.

The role

You will be VeraTru's dedicated business development leader. You will have the opportunity and autonomy to set up the program and grow relationships with the organizations that run IDR: certified IDR entities, the federal health contractors behind them, and state insurance regulators. Beyond federal IDR, you will open doors to state dispute programs and other government contracts across federal health (CMS, Medicare and Medicaid, benefits payments, IRO work), both as a prime and as a subcontractor, joint-venture, or teaming partner.

This is a key-account and partnerships role in a market of a few dozen buyers, not a high-volume sales seat. You will work directly with the CEO and COO, become the industry-facing face of VeraTru, and shape how we go to market.

What you will do

• Open executive conversations with CEOs, COOs, program directors, and operations leaders, and turn them into qualified opportunities.
• Build joint ventures, partnerships, and subcontract relationships with primes and IDR entities so we can bid together while we build our track record.
• Sell from day one while you build the market map and account plan, ramping quickly to two strategic meetings a week with IDR entities, primes, and federal health contacts.
• Within your first 90 days, deliver a full market landscape and a clear go-to-market strategy.
• Build and own a named-account plan across the certified IDR entities, federal health review contractors, and state IDR programs.
• Lead long-cycle B2B and public-sector deals from first meeting to signed MSA or pilot, working with our Capture Manager on bid strategy and proposals.
• Lead VeraTru’s market positioning and sales enablement in partnership with Marketing, developing materials to support sales opportunities and advance deals.
• Track policy and regulatory changes (CMS, CCIIO, state DOI and DFS) and translate them into account strategy.
• Represent VeraTru at industry events and conferences, and in IDR working groups.
• Share market and customer insight back to product and leadership.
• Keep pipeline, forecasts, and account plans current in our CRM and report on them to the CEO and COO weekly.

What you bring

10+ years (ideally 15 to 20) in business development or capture leadership in government contracting, focused on federal health programs (HHS, CMS, Medicare, Medicaid, VA, or IRO work). Commercial-only experience is not a fit for this role.

A broad government-contracting network across federal health, ideally including decision-makers at certified IDR entities, independent review organizations, Medicare appeals or quality-review contractors, or state insurance regulators. IDR experience is a plus, not a requirement.

You know where time is spent inefficiently in government contracting, the roadblocks you will hit, and how to get past them.

Working knowledge of how health plans and providers settle claims, and of procurement in regulated environments (MSAs, vendor security reviews, BAAs, HIPAA).

Executive presence that inspires trust and builds relationships. You can brief a CEO and draft a crisp proposal summary yourself.

Comfort building from ground zero and scaling, without a large team or marketing budget.

Nice to have

• Direct experience with the No Surprises Act IDR process, IROs, or Medicare appeals.
• Capture experience on federal or state bids, including teaming agreements and the Shipley process.
• Knowledge of payment, escrow, or fee-remittance flows in healthcare.
• Former CMS, CCIIO, or state regulator experience.