BUSINESS DEVELOPMENT/SALES SPECIALIST

BUSINESS DEVELOPMENT/SALES SPECIALIST

We're Palco. We provide the management, support, and systems behind self-directed programs-the services that help people hire, pay, and manage their own caregivers with confidence. With 25+ years of experience as a national provider operating in over 17 states, we keep people at the center of everything we do. Through innovative technology and decades of expertise, we help states and partners run stronger, more compliant, and efficient programs. Our mission is to challenge the status quo and build smarter, more human-centered solutions that put power back in people's hands. Want to learn more about joining our team? Visit to explore opportunities.

The Business Development/ Sales Specialist is responsible for identifying, shaping, and developing growth opportunities across self-directed Medicaid services, managed care, and emerging innovation markets. This role focuses on early-stage market intelligence, partnership development, opportunity qualification, and strategic positioning.


This position generates qualified opportunities and handing off fully shaped pursuits to leadership for execution. Success in this role depends on deep understanding of self-direction models, Medicaid waivers, MCO strategy, and government procurement timelines, combined with disciplined CRM execution and strong cross-functional coordination.

Duties and Responsibilities

• Lead generation and evaluation of new and existing self-direction markets, including FMS and Support Broker opportunities, employer authority, waiver amendments, carve-ins, and program redesigns.
• Analyze state Medicaid strategies, Medicaid waivers, and Managed Care Organizations (MCOs) initiatives from a business development perspective, and legislative activity impacting self-direction.
• Own the full sales cycle end-to-end: lead generation, discovery, solution positioning, negotiation, and close.
• Build and maintain long-term client relationships to drive repeat business and referrals, while proactively sourcing and qualifying new opportunities through outbound prospecting, targeted market research, and strategic relationship building.
• Design market entry strategies, segmentation frameworks, and growth roadmaps aligned with organizational objectives.
• Build concise business cases for new states, health plans, or program expansions and present recommendations to executive leadership.
• Identify, qualify, and shape early-stage opportunities prior to RFP or procurement release.
• Track leads, activity, and forecasts in CRM systems while capturing and maintaining strategic account intelligence-including political dynamics, procurement signals, competitive insights, and timing risks-to ensure accurate reporting and informed sales strategy.
• Develop tailored pitches and proposals aligned to client needs, business goals, and pain points, while creating opportunity briefs, pursuit strategies, and early positioning guidance for senior leadership.
• Experienced in Sales and strategic partnerships to retain existing clients and bring new potential clients into contract
• Independently build and manage a strong sales pipeline, consistently prioritizing high-value opportunities to meet or exceed revenue targets.
• Explore adjacent growth areas (e.g., SDoH, caregiver workforce models, technology innovations, and home- and community-based innovations), as needed to support self-direction sales and business development efforts.
• Represent the organization at select national and state conferences, policy forums, and innovation summits.
• Build early awareness and credibility with stakeholders involved in shaping self-direction policy and procurement.
• Strengthen the organization's reputation as a trusted, policy-literate self-direction partner.
• Partnered cross-functionally with Product, Compliance, Operations, Marketing, and Client Engagement to ensure early opportunity readiness and improve conversion rates through refined messaging.
• Translate Self- Direction market intelligence into implementation considerations, product requirements, and operational implications.
• Provide concise, executive-ready reporting on market trends, pipeline health, and growth risk/opportunity signals.
• Negotiate pricing, terms, and contracts while balancing customer satisfaction and company objectives.
• Operate with minimal oversight, taking full ownership of results and adapting quickly to changing priorities
• Develop and maintain expert-level knowledge of the company's full suite of products and solutions, enabling confident, accurate positioning across diverse client needs.
• Analyze performance data to optimize outreach strategies and continuously improve close rates.

Experience and Qualifications:

• 3-4 years specifically in Medicaid, LTSS, or government-facing healthcare markets, and Business Development
• Experience in self-directed Medicaid services, LTSS, FMS, or complex waiver environments.
• Strong understanding of state Medicaid structures, MCO contracting, and government procurement cycles.
• Background in business development, marketing strategy, partnerships, or healthcare policy.
• High level of CRM literacy, strategic documentation, and analytical discipline.
• Excellent written and verbal communication with executive-level presence.
• Comfortable operating in ambiguity and influencing without authority.

Join Us

• This position is remote/work-from-home role. Enjoy the convenience of working from home and maximize your time by unplugging at the end of your workday.

• Company benefits designed for you:

• Generous Paid time off.
• Annual bonus potential.
• Retirement Savings: We will support you as you save for your future.
• Career Growth Opportunities: We help you thrive, so together, we can grow. We provide opportunities to advance your career with a vast portfolio of businesses and a global footprint.
• Paid Training: Earn while you learn and continue to grow with access to internal and external learning opportunities.
• Great Work Environment: We are proud of our company culture of collaboration and the recognition we have received for our diversity efforts.

Benefits package:

• Employer shared Health Insurance cost
• Employer paid Disability Insurance
• Employer paid Life and AD&D Insurance
• Vision Insurance
• Cancer Insurance
• Voluntary Life Insurance
• Paid Time Off
• Remote work environment
• Paid holidays

When you join Palco, you are engaged in creating the future - both our company's, the people we serve, and your own. We understand that our success is directly related to the success of our team. We strive to create a culture where you can:

• Bring your authentic self to work.
• Grow and thrive, both personally and professionally.
• Make a difference with our clients, in our communities, and with the millions of people we support.
• Experience work/life balance.
• Feel value and a greater purpose through the work you do.

Palco, Inc. is an Equal Employment Opportunity ( EEO ) employer and does not discriminate in any employer/employee relations based on race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law.