Vice President, Government Accounts

Spineart • Irvine, CA

4d

About The Position

This newly created, nationally scoped leadership role is 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, including the Indian Health Service. The role works in close partnership with Area Vice Presidents of Sales, Regional Sales Directors, Territory Managers, the Enabling Technology sales team, and Red One Medical to develop and execute a coordinated go-to-market approach. The Vice President personally owns contract vehicles, pricing compliance, and national-level relationships that enable field-level selling.

The position defines the government channel strategy and operating model, builds systems and training, and works with regional teams on government account plans and opportunities. It owns federal contracting vehicles and compliance, key account relationships, revenue forecasting, pipeline management, and quarterly business reviews. The role also ensures ethical and compliant government-facing sales activity and collaborates with Contracts and Legal, Finance, Marketing, Medical Education, and RAQA.

This is a US field-based role with 50–60% travel. It reports to the Executive Vice President - Commercial.

Requirements

• Bachelor's degree required.
• 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.
• Experience building a new 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 Area Vice Presidents 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/military facilities and alongside regional field teams.
• Ability to travel by car and air throughout the country, navigate government facility security/access requirements, and stand for extended periods in clinical or operating room settings as needed.

Nice To Haves

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

Responsibilities

• Define and establish the company's government go-to-market strategy and operating model, including how account work is shared between the role and the field organization.
• Build the systems, playbooks, and training needed to support the government channel.
• Partner with Area Vice Presidents, Regional Sales Directors, Territory Managers, and Enabling Technology teams to identify, pursue, and close government opportunities.
• Co-develop territory-level government account plans with regional teams and participate in key meetings with surgeons, Chiefs of Surgery, and hospital leadership.
• Train Area Vice Presidents, regional managers, and Enabling Technology teams, and establish a clear escalation path for regional teams.
• Own the company's 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 company vendorization and SAM.gov registration.
• Build and maintain executive-level relationships with federal and government healthcare stakeholders.
• Represent the company at government- and military-health-focused conferences and associations.
• Support Value Analysis Committee (VAC) and formulary review processes at VA/DoD facilities.
• Own the government accounts revenue forecast and pipeline, and 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.
• Maintain knowledge of evolving federal procurement policy, model ethical and compliant selling practices, and promptly report concerns through appropriate channels.
• Partner with Contracts and Legal, Finance, Marketing, Medical Education, and RAQA.
• 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.

Benefits

• Competitive base salary with an aggressive, uncapped commission structure and performance bonuses.
• Comprehensive executive benefits package.
• Health, dental, and vision benefits.
• 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