VP of Government Sales

Walker Bowen Talent Partners

1d•Remote

About The 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. 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.

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

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 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