Director of Business Development - Remote

Overview

Come build at the intersection of AI and fintech. At Ocrolus, we’re on a mission to help lenders automate workflows with confidence—streamlining how financial institutions evaluate borrowers and enabling faster, more accurate lending decisions.

Our AI-powered data and analytics platform is trusted at scale, processing nearly one million credit applications every month across small business, mortgage, and consumer lending. By integrating state-of-the-art open- and closed-source AI models with our human-in-the-loop verification engine, Ocrolus captures data from financial documents with over 99% accuracy. Thanks to our advanced fraud detection and comprehensive cash flow and income analytics, our customers achieve greater efficiency in risk management, and provide expanded access to credit—ultimately creating a more inclusive financial system.

Trusted by more than 400 customers—including industry leaders like Better Mortgage, Brex, Enova, Nova Credit, PayPal, Plaid, SoFi, and Square—Ocrolus stands at the forefront of AI innovation in fintech. Join us, and help redefine how the world’s most innovative lenders do business.

Summary:
As a Director of New Business Development for the Public Sector, you will be instrumental in engaging with government clients, demonstrating how our solutions can transform their business visions and constituent goals into measurable outcomes. This role provides a unique opportunity to shape public sector engagements, drive business expansion, and influence mission-critical government initiatives. You will contribute to our success by acquiring new clients.

What you'll do:

• Lead State Government Sales Efforts - Identify, target and engage state Medicaid agencies and related public-sector decision makers to drive adoption of the Ocrolus Medicaid Solution
• Develop Strategic Account Plans - Create and execute comprehensive go to market plans for state and local agencies
• Consultative Solution Selling - Conduct in-depth discovery with state stakeholders to understand their Medicaid eligibility, verification, and case management workflows, then present tailored Ocrolus solutions to improve accuracy, efficiency and fraud detection
• Navigate Public Procurement Process - Manage RFP responses, contracts, and procurement cycles, working closely with legal, compliance and proposal teams to ensure timely and competitive submissions
• Coordinate Cross-Functional Resources - Collaborate with product, sales and solution engineering teams to ensure demonstrations address state-specific regulations and integration needs
• Track Market and Policy Trends - Stay informed on Medicaid program changes and state-level modernization initiatives to identify emerging trends and opportunities. Monitor regulatory changes to refine business development strategies and identify new growth areas.
• Represent Ocrolus at Industry Events - Attend Medicaid conferences, government technology expos, and public-sector networking events
• Leadership and Coaching: Partner with industry consultants and advisors on the best approach to win state business
• Brand and Culture Ambassador: Represent our brand, messaging, and culture to teammates and clients.

What you'll bring:

• Business Acumen: Demonstrate sharp business insight - complete understanding of the Medicaid process
• Communication: Be an effective communicator.
• Relationship Management: Build and nurture relationships.
• Stress and Deadline Management: Manage stress and deadlines effectively.
• Confidence: Have confidence in yourself, your decisions, and your teammates.
• Detail-Oriented: Follow our sales process
• Creative Problem-Solving: Demonstrate creative problem-solving abilities.
• Focus: Maintain laser-sharp focus.
• Optimism: Stay optimistic in the face of challenges.

Who we’re looking for:

• Bachelor's or Master's degree in business is preferred, but equivalent experience is also valued.
• Proven track record in uncovering and opening new customer opportunities within the public sector
• Strong history of successful sales and revenue growth focused on the public sector.
• 8+ years selling to federal and state government
• Medicaid experience preferred
• Experience in developing client relationships and delivering well-structured projects
• Recognition as an authority in the public sector
• Collaborative experience with executives and teammates to deliver customized solutions
• Visibility in the industry and viewed as a thought leader and trusted adviser

Note:

The full-time salary range for this role is between $110,000 - $120,000 + commission + equity + benefits. Base pay offered may vary depending on job-related knowledge, skills, experience, and market location.

Disclosure as required by N.Y.C. Admin. Code §§ 8-102 and 8-107(32) of the full time salary compensation range for this role when being hired into our offices in New York City.