VP, Government Sales

SafeRide Health

1d•Remote

About The Position

SafeRide Health is expanding its presence in state Medicaid (FFS) transportation programs and building a best-in-class capability to compete and win in this segment. We are seeking a VP, State Medicaid Strategy & Capture to define and execute SafeRide’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 SafeRide is well-positioned, well-informed, and highly competitive in state procurements. This role is critical to advancing SafeRide’s mission by enabling access to care through successful expansion into state Medicaid programs.

Requirements

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
Willingness and ability to travel approximately 15–20% for state engagement, industry events, and client meetings

Nice To Haves

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

Responsibilities

Develop and operationalize SafeRide’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 SafeRide is known and credible before bids are released
Develop compliant engagement strategies with state Medicaid agencies, provider and advocacy groups, and industry associations
Represent SafeRide 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