Vice President, Government Accounts

We are looking for a Vice President, Government Accounts - VA, DoD & Federal Health Systems

Location :
US / Field-Based (with up to 50%-60% travel)

Reports to : Executive Vic e President - Commercial

Position Summary

This is a newly created, nationally scoped leadership role responsible for building and scaling the company's business within the Department of Veterans Affairs (VA), Department of Defense (DoD)/Military Health System, and other federal and government healthcare accounts (e.g., Indian Health Service). The VP Government Accounts is a national role, that works in close partnership with the Area Vice Presidents (AVPs) of Sales and their Regional Sales Directors/Territory Managers and the ET sales team to identify, pursue, and close government opportunities that fall within their regions, while personally owning the contract vehicles, pricing compliance, and national-level relationships that make that field-level selling possible. The role is the company's primary architect for a coordinated go-to-market motion into federal accounts and is accountable for building this channel in partnership with Red One Medical.

Key roles & responsibilities

- Government Channel Strategy & Build-Out : Define and stand up the company's overall go-to-market strategy - Establish the operating model for how government accounts work is shared between this role and the field organization - Build the systems, playbooks, and training needed

- Partnership with AVPs & Regional Teams : Serve as the connective tissue between corporate contracting/pricing and the field -  Co-develop territory-level government account plans with Regional Sales Directors and ET team - join key surgeon, Chief of Surgery, and hospital leadership meetings - Train AVPs and their regional managers and the Enabling Technology teams - Establish a clear escalation path for regional teams

- Contract Vehicles & Compliance   : Own the company's Federal Supply Schedule (FSS/GSA Schedule) contract, VA National Contracts, and DoD Distribution and Pricing Agreements (DAPA) - Ensure ongoing compliance with the Trade Agreements Act (TAA), Buy American Act, VA Acquisition Regulation (VAAR), and Defense Federal Acquisition Regulation Supplement (DFARS) requirements - Manage Price Reduction Clause (PRC) tracking and Most Favored Customer pricing analysis - Maintain the company's vendorization, SAM.gov registration

- Key Federal Account & Relationship Management   :Build and maintain executive-level relationships - Represent the company at government- and military-health-focused conferences and associations -  Support Value Analysis Committee (VAC) and formulary review processes unique to VA/DoD facilities.

- Forecasting & Reporting : Own the government accounts revenue forecast and pipeline - Deliver quarterly business reviews

- Compliance & Ethics : Ensure all government-facing sales activity complies with the Anti-Kickback Statute, False Claims Act, VAAR/DFARS, and the AdvaMed Code of Ethics - Maintain current knowledge of evolving federal procurement policy - Model ethical, compliant selling practices and promptly report any concerns through appropriate channels.

- Cross-Functional Collaboration  : Partner with Contracts and Legal, Finance, Marketing, Medical Education & RAQA

Qualifications & Requirements

- Education : Bachelor's degree required; MBA or advanced degree preferred.

- Experience :

- 8–12+ years of medical device or healthcare sales/commercial experience, with significant direct experience selling into the VA and/or DoD/Military Health System.

- Demonstrated expertise with FSS/GSA Schedule contracts, DAPA, VA National Contracts, and the VAAR/DFARS regulatory environment.

- Established relationships within VA Central Office, VISN contracting, DHA, or MTF procurement and clinical leadership strongly preferred.

- Experience building a new function, channel, or go-to-market motion from scratch, ideally within a matrixed organization with no direct reporting authority over field sales.

- Spine, orthopedic, or other surgical implant category experience required; comfort supporting or attending surgical cases a plus

- Skills & attributes :

- Strong influence and matrix-leadership skills: able to drive results through AVPs and regional managers without direct authority over them.

- Deep working knowledge of federal contracting, pricing compliance (PRC/Most Favored Customer), and government procurement cycles.

- Excellent executive presence with both government stakeholders (VA/DoD) and internal senior leadership.

- Strong program- and systems-building orientation, given the newly created nature of the role.

- High integrity and command of relevant compliance frameworks (Anti-Kickback Statute, False Claims Act, AdvaMed, VAAR/DFARS).

- Willingness and ability to travel extensively (50–60%), including to VA/military facilities and alongside regional field teams.

- Physical requirements : Ability to travel by car and air throughout the country on a frequent basis, navigate government facility security/access requirements, and, when supporting field visits, stand for extended periods in clinical or operating room settings as needed.

What We Offer

- Competitive base salary with an aggressive, uncapped commission structure and performance bonuses.

- Comprehensive executive benefits package (health, dental, vision, 401(k) matching).

- Opportunity to lead a cutting-edge portfolio that directly impacts patient mobility and spinal health.