Senior Director, Business Development Rural Health Transformation Program Funding & New Business

Locus Health is seeking a Senior Director to drive new business growth by converting CMS Rural Health Transformation (RHT) funding into durable, long-term partnerships. This hybrid role in Charlottesville, VA focuses on market intelligence, relationship development across rural stakeholders, and end-to-end execution of RFP and proposal work for rural hospitals.

Market Intelligence and State Targeting

• Build and maintain a comprehensive tracker covering all 50 states, including RHT plans, funding mechanisms, priorities, and key dates.
• Cross-reference state priorities with Locus Health capabilities to identify and rank high-value targets for new pipeline.

Pipeline Development and Stakeholder Engagement

• Develop pipeline by engaging with rural hospital administrators, state agencies, and fund administrators.
• Maintain pipeline reporting and provide leadership briefings on program updates and business impact.

RFP, Proposal Leadership, and Deal Structuring

• Lead RFP and proposal development in collaboration with clinical, product, and finance teams.
• Structure deals including pilots, phased rollouts, and contract terms, working with customer success, legal, and finance.

Go-to-Market Alignment

• Coordinate across sales, marketing, and clinical strategy to support a consistent rural health value proposition.

Representation and Industry Presence

• Represent Locus Health at rural health and Medicaid/CMS-adjacent conferences.

Required Qualifications

• 8+ years in business development or complex sales in healthcare, with digital health or telehealth experience required.
• Experience working with public funding programs, government contracts, or state Medicaid initiatives; RHT/CMMI familiarity is a strong plus.
• Proven track record closing multi-stakeholder healthcare sales cycles involving executives and government funders.
• Strong analytical capability to translate policy documents and RFPs into a clear go-to-market plan.
• Excellent relationship-building with hospital C-suite and state health officials.
• Working knowledge of RPM, virtual care, or chronic disease and maternal care models.
• Self-directed approach with comfort in ambiguity, including initiative to identify priorities and fully dedicate to mission-critical work.

Preferred Experience

• Existing relationships with state rural health offices, hospital associations, or Medicaid agencies.
• Experience with other CMS/CMMI programs (e.g., ACO REACH, CHART Model) or state and federal RFPs.

Compensation and Benefits

Salary range: USD 165,000 - 185,000 per year.

• 401(k)
• Dental insurance
• Flexible spending account
• Health insurance
• Health savings account
• Life insurance
• Paid time off
• Parental leave
• Vision insurance

Work Location

Hybrid remote: Charlottesville, VA 22901.