Vice President, Government Accounts

Spineart • Irvine, CA

6d • Onsite

About The Position

This newly created, nationally scoped leadership role is responsible for building and scaling the company’s business across the Department of Veterans Affairs (VA), Department of Defense (DoD)/Military Health System, and other federal and government healthcare accounts, including the Indian Health Service. The role works closely with Area Vice Presidents of Sales, Regional Sales Directors, Territory Managers, the Enabling Technology sales team, and Red One Medical to develop and close government opportunities. It owns government contract vehicles, pricing compliance, and national-level relationships while establishing a coordinated federal go-to-market channel.

The position is US-based and field-based, with frequent travel of up to 50–60%. It reports to the Executive Vice President - Commercial. The role partners across Contracts and Legal, Finance, Marketing, Medical Education, and RAQA, and supports field visits that may include clinical or operating-room settings.

The company offers a competitive base salary with an aggressive, uncapped commission structure and performance bonuses, a comprehensive executive benefits package, and the opportunity to lead a portfolio focused on patient mobility and spinal health.

Requirements

• Bachelor’s degree required.
• 8–12+ years of medical device or healthcare sales/commercial experience, including significant direct experience selling to the VA and/or DoD/Military Health System.
• Expertise with FSS/GSA Schedule contracts, DAPA, VA National Contracts, and the VAAR/DFARS regulatory environment.
• Experience building a function, channel, or go-to-market motion from scratch, ideally in a matrixed organization without direct reporting authority over field sales.
• Spine, orthopedic, or other surgical implant category experience required.
• Strong influence and matrix-leadership skills, including the ability to drive results through AVPs and regional managers without direct authority.
• Deep working knowledge of federal contracting, pricing compliance (PRC/Most Favored Customer), and government procurement cycles.
• Excellent executive presence with government stakeholders and internal senior leadership.
• Strong program- and systems-building orientation.
• High integrity and command of relevant compliance frameworks, including the Anti-Kickback Statute, False Claims Act, AdvaMed, VAAR, and DFARS.
• Willingness and ability to travel extensively (50–60%), including to VA and military facilities and alongside regional field teams.
• Ability to travel frequently by car and air throughout the country, navigate government facility security and access requirements, and stand for extended periods in clinical or operating-room settings when supporting field visits.

Nice To Haves

• MBA or advanced degree preferred.
• Established relationships within VA Central Office, VISN contracting, DHA, or MTF procurement and clinical leadership strongly preferred.
• Comfort supporting or attending surgical cases is a plus.

Responsibilities

• Define and establish the government accounts go-to-market strategy, operating model, systems, playbooks, and training.
• Coordinate government account work with Area Vice Presidents, Regional Sales Directors, Territory Managers, and the Enabling Technology team; develop territory account plans, attend key stakeholder meetings, train field teams, and establish escalation paths.
• Own the Federal Supply Schedule (FSS/GSA Schedule) contract, VA National Contracts, and DoD Distribution and Pricing Agreements (DAPA).
• Ensure compliance with the Trade Agreements Act (TAA), Buy American Act, VA Acquisition Regulation (VAAR), and Defense Federal Acquisition Regulation Supplement (DFARS).
• Manage Price Reduction Clause (PRC) tracking and Most Favored Customer pricing analysis; maintain vendorization and SAM.gov registration.
• Build and maintain executive-level federal account relationships and represent the company at government- and military-health-focused conferences and associations.
• Support Value Analysis Committee (VAC) and formulary review processes at VA and DoD facilities.
• Own government accounts revenue forecasting and pipeline management; deliver quarterly business reviews.
• Ensure government-facing sales activity complies with the Anti-Kickback Statute, False Claims Act, VAAR/DFARS, and AdvaMed Code of Ethics; stay current on federal procurement policy, model ethical selling, and report concerns through appropriate channels.
• Partner with Contracts and Legal, Finance, Marketing, Medical Education, and RAQA.

Benefits

• Competitive base salary with an aggressive, uncapped commission structure and performance bonuses.
• Comprehensive executive benefits package, including health, dental, vision, and 401(k) matching.
• Opportunity to lead a cutting-edge portfolio that directly impacts patient mobility and spinal health.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive