Vice President, Government Accounts

Spineart

. Build and scale the company's business within the Department of Veterans Affairs, Department of Defense/Military Health System, and other federal and government healthcare accounts .

Posted 10/30/2026full-timeRemote • California • United StatesLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in government healthcare sales, particularly within the Department of Veterans Affairs and Department of Defense, while ensuring compliance with federal regulations and building strategic relationships with key stakeholders. Proven ability to develop and execute go-to-market strategies and manage complex contracting processes.

Highest-signal resume keywords

Government Healthcare Sales ExperienceFSS/GSA Schedule Contract ExpertiseStrong Influence and Matrix-Leadership SkillsDeep Knowledge of Federal Contracting and ComplianceEstablished Relationships within VA and DoD

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Medical Device SalesGovernment Procurement KnowledgePricing Compliance ManagementSales ForecastingContract ManagementSystems BuildingTerritory PlanningRegulatory ComplianceValue Analysis Committee SupportSurgical Implant Category Experience

Soft Skills

Executive PresenceStrong Communication SkillsHigh IntegrityCollaborationTraining and Mentoring

Tools & Technologies

SAM.govVAARDFARSAnti-Kickback Statute ComplianceFalse Claims Act Compliance

Certifications & Qualifications

Bachelor's DegreeMBA or Advanced Degree Preferred

Industry Keywords

Department of Veterans AffairsDepartment of DefenseMilitary Health SystemHealthcare AccountsFederal Supply ScheduleDAPAVA National ContractsClinical LeadershipMatrixed OrganizationSurgical Cases

About the role

Key responsibilities & impact

Build and scale the company's business within the Department of Veterans Affairs, Department of Defense/Military Health System, and other federal and government healthcare accounts
Define and establish the overall government go-to-market strategy
Establish the operating model for sharing government account work between this role and the field organization
Build systems, playbooks, and training
Partner with Area Vice Presidents, Regional Sales Directors, Territory Managers, and the Enabling Technology sales team
Co-develop territory-level government account plans
Join key surgeon, Chief of Surgery, and hospital leadership meetings
Train AVPs, regional managers, and Enabling Technology teams
Establish an escalation path for regional teams
Own the Federal Supply Schedule (FSS/GSA Schedule) contract, VA National Contracts, and DoD Distribution and Pricing Agreements (DAPA)
Ensure compliance with TAA, Buy American Act, VAAR, and DFARS requirements
Manage Price Reduction Clause tracking and Most Favored Customer pricing analysis
Maintain vendorization and SAM.gov registration
Build and maintain executive-level relationships
Represent the company at government- and military-health-focused conferences and associations
Support Value Analysis Committee and formulary review processes at VA/DoD facilities
Own the government accounts revenue forecast and pipeline
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, compliant selling practices and report concerns
Partner with Contracts and Legal, Finance, Marketing, Medical Education, and RAQA
Lead the government accounts channel in partnership with Red One Medical

Requirements

What you’ll need

Bachelor's degree required; MBA or advanced degree preferred
8–12+ years of medical device or healthcare sales/commercial experience
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
Established relationships within VA Central Office, VISN contracting, DHA, or MTF procurement and clinical leadership strongly preferred
Experience building a new function, channel, or go-to-market motion from scratch
Experience ideally within a matrixed organization with no direct reporting authority over field sales
Spine, orthopedic, or other surgical implant category experience required
Comfort supporting or attending surgical cases a plus
Strong influence and matrix-leadership skills
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 Anti-Kickback Statute, False Claims Act, AdvaMed, VAAR/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 frequently
Ability to navigate government facility security/access requirements
Ability to stand for extended periods in clinical or operating room settings as needed
Ability to work in the US / field-based setting

Benefits

Comp & perks

Aggressive, uncapped commission structure
Performance bonuses
Comprehensive executive benefits package
Health insurance
Dental insurance
Vision insurance
401(k) matching
Opportunity to lead a cutting-edge portfolio that directly impacts patient mobility and spinal health