Client Summary:

• Redefining digital engagement in healthcare with patient-first solutions.
• Blending AI navigation with personalized care experiences.
• Supporting millions of patients annually across hospitals and clinical partners.
• Leveraging longitudinal data to improve activation, loyalty, and outcomes while reducing costs.
• Backed by decades of innovation and industry recognition.

Position Responsibilities:

• Lead the VA/DHA sales motion in close partnership with the SVP, Business Development — from identifying and securing agency sponsors to closing contracts and expanding deployed solutions across VISNs
• Build and manage relationships with key VA decision-makers including VISN directors, Chief Medical Officers, CIOs, Innovation Center leadership, and federal IT procurement officials
• Navigate federal procurement processes including FedRAMP authorization pathways, agency Authority to Operate (ATO) requirements, IDIQ contracting vehicles, and GSA schedules
• Develop and execute a sponsor-first go-to-market approach — securing agency commitment and pilot agreements as a precondition to significant compliance and infrastructure investment
• Represent in federal healthcare settings including VA innovation events, DHA forums, HIMSS Government Health IT sessions, and other government-focused industry conferences
• Coordinate closely with product, engineering, compliance, legal, and customer success teams to ensure federal requirements around security, interoperability, and accessibility are met and delivery commitments are fulfilled
• Manage and grow the federal customer success motion, working alongside existing federal CS resources to protect and expand current VA engagements
• Provide regular pipeline reporting and forecasting with clear, data-driven updates to senior leadership on federal opportunity progression, risks, and resource needs
• Build competitive intelligence on federal healthcare IT competitors — particularly those with established VA/DHA presence — and translate insights into differentiated positioning
• Leverage existing federal sales consultant relationships and contracting vehicle partnerships to accelerate market access

Experience & Skills:
Required Experience and Qualifications:

• 8–12+ years of federal healthcare sales experience, with a meaningful portion selling health IT, EHR, clinical software, or patient engagement solutions directly into the VA and/or DHA
• Demonstrated success closing federal healthcare contracts — not just pipeline building, but signed contracts, deployed solutions, and expanded accounts within the VA or DoD health ecosystem
• Strong existing relationships with VA decision-makers across clinical, IT, and procurement functions. Candidates with a deep Cerner/Oracle Health VA network are particularly well-positioned given the VA’s EHR modernization landscape
• Working knowledge of federal procurement and compliance — FedRAMP, agency ATO processes, IDIQ vehicles, FAR/DFARS, and the unique dynamics of selling into VHA/DHA
• Strong technical aptitude — Ability to rapidly understand and credibly articulate AI-powered clinical products, data integration requirements, and interoperability standards (HL7, FHIR, etc.) to both technical and clinical audiences
• Entrepreneurial, self-directed approach — You must be comfortable operating with limited infrastructure and creating structure where none exists
• Exceptional communication and executive presence — equally effective in a 1:1 with a VISN director, a formal VA briefing, or an internal strategy session with C-suite leadership
• Willingness to travel for VA site visits, VISN engagements, DHA meetings, and industry events. Washington, D.C. metro presence is a significant advantage

Preferred Experience and Qualifications:

• Prior sales experience with Cerner (now Oracle Health), Epic, or other major EHR platforms within VA environments
• Existing relationships within the VA Office of Information and Technology (OIT), Office of Electronic Health Record Modernization (EHRM), or DHA Program Executive Office
• Experience selling AI, analytics, or clinical decision support tools into federal health systems
• Familiarity with the VA Innovation Center (CIVIC) or similar federal health innovation programs
• Active or recent security clearance, or ability to obtain one
• Experience working with federal sales consultants, GovCon partners, or IDIQ prime contractors

Compensation $100k-$150k

• Health Insurance
• Open time-off leave program.
• 10 Paid Holidays
• Wellness reimbursement up to $400 per year