VP of Government Sales - Healthcare

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. We're seeking an accomplished sales and strategy leader with demonstrated experience winning RFPs in state agency-run Medicaid programs. 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. ​ Apply To This Job