MD Ally Director, Government Partnerships Remote · Full time

Apply for Director, Government Partnerships

MD Ally is a 9-1-1 Telehealth solution that enables greater connectivity between public health & safety and the broader healthcare ecosystem. Our solutions allow dispatchers and first responders to transfer non-emergency callers from 911 to virtual care instead of dispatching valuable, emergency resources.

MD ALLY - 911 TELEHEALTH

MD Ally is an early-stage non-emergency 911 navigation solution that enables care pathways from 911 to the broader healthcare ecosystem. Our solutions allow dispatchers to transfer non-emergency callers from 911 to virtual care instead of dispatching costly, emergency services. We enable connectivity between Emergency Medical Services and the broader healthcare ecosystem to improve clinical and financial outcomes for the community.

WHAT WE'RE LOOKING FOR

We are seeking an experienced government contracting professional to own how MD Ally wins and delivers state and local contracts. You will find the opportunities, build the agency relationships that surface them early, position us to win as either a prime or a subcontractor, negotiate the deal, and carry it through implementation. This is a quota-carrying role. You will be our first dedicated hire for this work, and you will build the process as you go.

Most of the work happens before any solicitation drops. Relationships and teaming shape these awards months before the formal bid, so your job is to put us in the room early. That means getting to know the people who run state departments of health, Medicaid agencies, state EMS and 911 offices, and county public safety operations well enough that we hear about a program while it is still being designed. Our near-term focus includes the Rural Health Transformation Program, where every state runs its own process and the fit with our model is direct.

This is a contracting and market development role, not a legislative advocacy role. You will work through procurement channels, agency program offices, and formal requests for information. Where a situation calls for direct legislative or regulatory advocacy, you will flag it for the CEO so it can be routed to outside counsel or a registered advocate.

You will report to our CEO, who will set target states, priority pursuits, and your target with you, and who will open doors at the executive level. Day to day, you own the pipeline, the relationships, the pursuits, and the contracts you win. We're counting on you to become an expert on MD Ally's solutions, goals, and workflows.

Expect to travel up to 40% within the United States, and to attend conferences, association meetings, and agency sessions that fall in the evenings or on weekends. You will wear many hats, have a great deal of autonomy, and be a crucial part of our company's growth.

Additionally, you'll be joining an incredibly hardworking team that is equipped with unmatched industry knowledge, patience, and impressive past experience but also knows how to have fun and celebrate wins.

THE EXPERIENCE & SKILLS YOU MUST HAVE TO QUALIFY FOR THIS ROLE

• You have 7 to 10 years of progressive experience in state and local government capture, public sector business development, government contracting, Medicaid program development, or healthcare technology sales, ideally involving digital health, telehealth, EMS, public safety, or government-funded healthcare programs. That experience may come from a government agency, healthcare organization, technology company, consulting firm, or prime contractor. A bachelor's degree is required, or equivalent experience will be considered.

• You have carried a quota or contract award target in a public sector environment and hit it, and you have a successful track record with competitive bids. You can walk us through what you did and what made the difference.

• You know how to navigate state Medicaid reimbursement, managed care, waivers and demonstrations, value-based payment, and the federal funding streams that flow to states, including CMS demonstrations, Section 1115 and Section 1915 authorities, rural health initiatives, grants, and cooperative agreements.

• You have run a capture process end to end, including opportunity qualification, bid/no-bid decisions, win themes, competitive intelligence, customer mapping, teaming strategy, pricing coordination, and proposal reviews.

• You can assess whether a company is eligible to serve as a prime contractor, subcontractor, vendor, provider, delegated entity, or technology partner under a state or local program, and you know the vehicles that create those paths, including cooperative purchasing agreements, master service agreements, intergovernmental agreements, and sole source or limited competition pathways.

• You understand how prime and subcontractor relationships work, and you have negotiated or worked on teaming agreements.

• You have worked directly with state Medicaid agencies, departments of health, or state EMS offices on program participation, provider enrollment, contracting, or program design, and you understand how a service gets recognized and paid for inside a state program.

• You have relationships across state health agencies, state EMS and 911 offices, county public safety leadership, or the primes who win this work. You can open doors on your own and build the ones you don't have yet.

• You understand how state public safety works. Experience with EMS systems, state EMS offices, 911 boards, fire service, or county emergency services is strongly preferred.

• You know procurement mechanics, including RFIs, RFPs, sole source and cooperative vehicles, scoring criteria, contact and blackout rules, and conflict of interest limits on shaping requirements.

• You understand procurement integrity and ethics rules, including gift and contact restrictions, public records requirements, and the difference between business development, government contracting, and legislative advocacy.

• You can build a business case that quantifies clinical and financial impact, including avoided emergency department utilization, reduced unnecessary transports, improved EMS capacity, and improved access to care.

• Your written and oral communication skills are impeccable. You can brief a Medicaid executive, a county commissioner, a fire chief, a health plan leader, and a prime's capture lead in the same week and adjust for each audience.

• You excel in a fast-paced, startup, entrepreneurial environment; you prefer it. You are comfortable being the only person doing this work and building the process from scratch.

• You're independent, mature enough to work remotely, organized, detail-oriented, and results-driven. You are an A player who looks around to see what needs to be done and lends a helping hand.

THE EXPERIENCE THAT WILL SET YOU APART

• Experience with alternate destination, treatment in place, ET3, community paramedicine, mobile integrated healthcare, nurse triage, or 988 and behavioral health crisis response programs.

• Experience with Medicaid managed care procurements or state Medicaid transformation initiatives, including how state contracts get implemented through health plans, provider networks, and delegated entities.

• Familiarity with the healthcare compliance requirements that apply to telehealth and emergency services, including HIPAA, licensure, scope of practice, consent, medical direction, and data sharing.

• Experience selling or implementing SaaS, digital health, or interoperability solutions, building a public sector pipeline at an early-stage company, or working with national healthcare, technology, EMS, or government contracting primes.

THE RESPONSIBILITIES YOU'LL OWN

• Carry and deliver an annual target for new government contract awards and revenue. Own the pipeline that gets you there and give the CEO a clear, honest forecast.

• Run capture across the states you and the CEO prioritize together. Track what is going out for bid, qualify the opportunities that fit our model, and pursue both paths to a contract by finding primes to sub under and positioning MD Ally as the prime where we can hold the contract ourselves.

• Map who controls each opportunity. Identify the program office, the budget, the decision-makers, the incumbents, and the likely primes, and keep a running record of who we have reached and what happened next.

• Build and maintain relationships with state department of health, Medicaid, state EMS and 911, and county public safety staff so we learn about programs while they are being designed rather than when the solicitation posts. Represent MD Ally in state EMS, fire, and public safety associations to build presence and source opportunities.

• Develop the teaming approach for each pursuit. Identify partners to co-respond with, work out how we fit into a prime's contract, and bring the terms to the CEO and counsel for review.

• Respond to formal requests for information and represent MD Ally at agency-hosted vendor sessions and industry days, observing each state's contact and conflict of interest rules so our participation does not put a later bid at risk.

• Coordinate what we submit. Manage the documents, pull content from our clinical, compliance, and finance teams, check everything against each solicitation's rules, and keep us on deadline.

• Drive pursuits under the Rural Health Transformation Program, where each state runs its own process and our model fits the 911 telehealth, care coordination, and EMS workforce priorities states are funding.

• Lead contract negotiations. Work scope, pricing, performance metrics, and terms with the agency or the prime, and bring them to the CEO and counsel for approval within an agreed authority threshold.

• Own post-award transition. Build the implementation plan with our clinical, operations, and technology teams, hold the deliverables and performance metrics through go-live, and stay the relationship owner after launch.

• Manage contract performance and growth. Track deliverables and metrics, resolve issues with the agency directly, and pursue extensions, expansions, and renewals.

• Monitor state program, budget, and regulatory activity, and brief the team on what it means for our pipeline, deployments, and revenue timing.

• Identify the coverage and contracting pathways that let MD Ally participate in state programs, and work with our compliance, clinical, and payer teams to meet the participation requirements.

• Flag anything requiring direct legislative or regulatory advocacy for the CEO so it can be handled by outside counsel or a registered advocate under an approved scope.

• Maintain accurate opportunity and engagement records in the company database/CRM, and give the CEO a regular readout on where each pursuit stands and what happens next.

MD Ally is an Equal Opportunity Employer and we use E-Verify to confirm the identity and employment eligibility of all new hires. By applying, you give consent to share your application details with third party platforms used for hiring process management.