VP, Government Sales & New Market Growth (930953)

Equus•Madison, MS

About The Position

The Vice President of Business Development & Sales is a senior executive responsible for driving measurable revenue growth through government contracting, adjacent market expansion, and diversified funding sources. This role owns the full growth lifecycle, from market identification and demand shaping to capture, close, and expansion of contracts across federal, state, and local government agencies, quasi-governmental entities, and aligned private-sector businesses. This leader is outcome- and quota-oriented, accountable for bookings, pipeline health, win rates, and long-term account growth. The role combines hunter mentality, government sales expertise, and strategic market development, translating innovation and partnerships into closed deals, funded programs, and scalable revenue streams.

Requirements

Bachelor’s degree required
10+ years of senior leadership in government sales or business development with a proven record of closing state, local, or federal contracts.

Nice To Haves

Master’s degree preferred.

Responsibilities

Own and deliver annual and multi-year revenue targets across government and adjacent markets.
Build, manage, and convert a robust, qualified sales pipeline with accurate forecasting.
Work in partnership with Operations Vice Presidents, lead end-to-end government sales including opportunity identification, capture, pricing, negotiation, and close.
Drive account expansion through renewals, upsells, and program growth.
Establish disciplined sales operating rhythms, KPIs, and performance reporting.
Lead pre-RFP capture activities including agency engagement and solution shaping.
Serve as executive owner for federal, state, local, public, private, and education opportunities.
Partner with proposal, legal, finance, and operational teams to develop winning strategies.
Navigate procurement vehicles, grants, sub-contractor and cooperative agreements, and public-sector funding models.
Maintain deep understanding of government policy, funding cycles, and procurement trends.
Identify and commercialize adjacent markets including healthcare, workforce, education, private, and technology-enabled services.
Translate innovation concepts into sellable offerings with clear value propositions.
Lead go-to-market strategies including pricing, buyer targeting, and demand creation.
Validate demand through pilots, proofs-of-concept, and early adopter contracts.
Build revenue-generating partnerships with government agencies, primes, nonprofits, private, and technology firms.
Structure partnerships that expand contract access and funding pathways.
Lead executive-level relationship management and represent the organization externally.
Build and lead high-performing business development and sales teams.
Foster a performance culture grounded in accountability and results.
Collaborate cross-functionally to ensure offerings are executable and profitable.