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VP of Government Sales

Walker Bowen Talent Partners

Role overview

Qualifications

  • 10+ years of experience in healthcare, government programs, or public sector sales
  • Direct experience with state Medicaid RFPs (broker, payer, or vendor side)
  • Proven success leading complex, multi-stakeholder deal cycles
  • Experience building or scaling a new go-to-market capability or function

Responsibilities

  • Develop and operationalize our client’s state RFP go-to-market model, including identifying and prioritizing target states based on market size, procurement timing, and competitive dynamics
  • Establish a repeatable capture process from early intelligence through contract award
  • Lead all phases of state opportunities, including qualification, proposal strategy and development, negotiation, and contract execution
  • Own a state Medicaid bookings target and build a pipeline of high-probability opportunities to improve win rates and deal quality

About the company

Walker Bowen Talent Partners logo

Walker Bowen Talent Partners

Staffing & Recruiting

We are in the business of making connections and growing startups. Walker Bowen Talent Partners enhances the growth of fast-moving start-ups with dynamic teams of high performers and leaders. A diverse, woman owned company, we offer more than 30 years combined experience in professional recruiting and staffing services, building startups and high-growth companies spanning multiple industries. Since our inception, we have been focused on building a strategic, quality search practice and specialize in talent advisory by creating tailored solutions for startups and growing companies. Startups often times don’t need in house recruiting until later in their company’s growth but they still need recruiting expertise in order to grow. Our team of advisors and consulting partners offer a portfolio of services to positively impact your company’s success and includes: Experienced Recruiters, Fractional CxOs, Human Resources, Marketing, and Organizational Development and Leadership Consultants distributed across the US, each with a diverse background specializing in various industries and skills. We understand the unique characteristics required to successfully build a company and love working with entrepreneurial-minded, tenacious teams to positively impact their scaling organization. We are solution, individual and partnership focused. How can we help you grow?

Company details

IndustryStaffing & Recruiting
Company size2 - 10

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Job description

This is a remote position.

Walker Bowen Talent Partners is excited to partner with a scaling non-emergency medical transportation (NEMT) health tech company as they expand their presence in the state Medicaid (FFS) transportation programs and build a best-in-class capability to compete and win in this segment.  

If you’re inspired by building out and executing a new end-to-end strategy for a growing company, alongside a team of collaborative, energetic, and all-around good people, then we’d love to chat!

Our Client
Our client is a technology and services company dedicated to reducing barriers to care by improving the delivery of non-emergency medical transportation to people across America. They employ proprietary technology, paired with a nationwide network of vetted transportation providers. This enables payers and health systems to deliver cost-effective, on-demand transportation intelligently, enhancing the patient experience in the process. They serve the largest Medicare Advantage, Medicaid, and provider programs in the country.
 
About the Role
We are seeking a VP Government Sales, State Medicaid Strategy & Capture to define and execute our client’s end-to-end strategy for identifying, shaping, and winning state RFP opportunities.
 
This is a quota-carrying, player-coach leadership role responsible for building an intelligence-driven, proactive go-to-market approach—ensuring our clients is well-positioned, well-informed, and highly competitive in state procurements.  
 
This role is critical to advancing our client’s mission by enabling access to care through successful expansion into state Medicaid programs.


Key Responsibilities

  • Develop and operationalize our client’s state RFP go-to-market model, including identifying and prioritizing target states based on market size, procurement timing, and competitive dynamics
  • Establish a repeatable capture process from early intelligence through contract award
  • Build systems for procurement foresight, including contract lifecycle tracking, RFP pipeline development, FOIA and competitive intelligence
  • Lead pre-RFP positioning strategies to ensure our client is known and credible before bids are released
  • Develop compliant engagement strategies with state Medicaid agencies, provider and advocacy groups, and industry associations
  • Represent our client at key state and national forums and partner with external experts and local SMEs
  • Lead all phases of state opportunities, including qualification, proposal strategy and development, negotiation, and contract execution
  • Partner cross-functionally with RFP writers, pricing/finance, marketing, account management, and operations
  • Define and refine win themes and differentiation strategy to elevate proposal competitiveness
  • Lead red-team reviews and final submission decisions to ensure high-quality, compliant proposals
  • Hire, develop, and scale a specialized team supporting market intelligence, capture management, and proposal development
  • Own a state Medicaid bookings target and build a pipeline of high-probability opportunities to improve win rates and deal quality



Requirements

Required Qualifications
  • 10+ years of experience in healthcare, government programs, or public sector sales
  • Direct experience with state Medicaid RFPs (broker, payer, or vendor side)
  • Proven success leading complex, multi-stakeholder deal cycles
  • Experience building or scaling a new go-to-market capability or function
  • Strong understanding of Medicaid program structures, government procurement processes, and compliance considerations in public sector sales
  • Ability to operate both strategically and hands-on
Preferred Qualifications
  • Experience working with Medicaid transportation (NEMT) programs
  • Existing relationships with state Medicaid agencies, consultants (e.g., HMA), or advocacy organizations
  • Experience leading or supporting FOIA-driven intelligence gathering and procurement tracking
  • Demonstrated success improving win rates through structured capture strategies


Benefits

Benefits
Our client offers a remote-first work environment, competitive compensation, and comprehensive benefits including: Career growth and development opportunities in a mission-driven organization; Competitive salary, annual bonus opportunities, and equity options; Remote with flexible hours; Comprehensive medical, dental, and vision insurance; 401(k) with company match; Generous PTO, paid company holidays, and paid parental leave.
​


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Marcus Rivera

Chief Revenue Officer

m.rivera@company.com
linkedin.com/in/marcusrivera
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