[Hiring] Vice President, Government Accounts @Spineart

Role Description

This is a newly created, nationally scoped leadership role 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 (e.g., Indian Health Service). The VP Government Accounts is a national role, that works in close partnership with the Area Vice Presidents (AVPs) of Sales and their Regional Sales Directors/Territory Managers and the ET sales team to identify, pursue, and close government opportunities that fall within their regions, while personally owning the contract vehicles, pricing compliance, and national-level relationships that make that field-level selling possible. The role is the company's primary architect for a coordinated go-to-market motion into federal accounts and is accountable for building this channel in partnership with Red One Medical.

• Government Channel Strategy & Build-Out:
  • Define and stand up the company's overall go-to-market strategy.
  • Establish the operating model for how government accounts work is shared between this role and the field organization.
  • Build the systems, playbooks, and training needed.
• Partnership with AVPs & Regional Teams:
  • Serve as the connective tissue between corporate contracting/pricing and the field.
  • Co-develop territory-level government account plans with Regional Sales Directors and ET team.
  • Join key surgeon, Chief of Surgery, and hospital leadership meetings.
  • Train AVPs and their regional managers and the Enabling Technology teams.
  • Establish a clear escalation path for regional teams.
• Contract Vehicles & Compliance:
  • Own the company's Federal Supply Schedule (FSS/GSA Schedule) contract, VA National Contracts, and DoD Distribution and Pricing Agreements (DAPA).
  • Ensure ongoing compliance with the Trade Agreements Act (TAA), Buy American Act, VA Acquisition Regulation (VAAR), and Defense Federal Acquisition Regulation Supplement (DFARS) requirements.
  • Manage Price Reduction Clause (PRC) tracking and Most Favored Customer pricing analysis.
  • Maintain the company's vendorization, SAM.gov registration.
• Key Federal Account & Relationship Management:
  • Build and maintain executive-level relationships.
  • Represent the company at government- and military-health-focused conferences and associations.
  • Support Value Analysis Committee (VAC) and formulary review processes unique to VA/DoD facilities.
• Forecasting & Reporting:
  • Own the government accounts revenue forecast and pipeline.
  • Deliver quarterly business reviews.
• Compliance & Ethics:
  • Ensure all government-facing sales activity complies with the Anti-Kickback Statute, False Claims Act, VAAR/DFARS, and the AdvaMed Code of Ethics.
  • Maintain current knowledge of evolving federal procurement policy.
  • Model ethical, compliant selling practices and promptly report any concerns through appropriate channels.
• Cross-Functional Collaboration:
  • Partner with Contracts and Legal, Finance, Marketing, Medical Education & RAQA.

Qualifications

• Bachelor's degree required; MBA or advanced degree preferred.
• 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.
• 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, 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.

Requirements

• Strong influence and matrix-leadership skills: able to drive results through AVPs and regional managers without direct authority over them.
• Deep working knowledge of federal contracting, pricing compliance (PRC/Most Favored Customer), and government procurement cycles.
• Excellent executive presence with both government stakeholders (VA/DoD) and internal senior leadership.
• Strong program- and systems-building orientation, given the newly created nature of the role.
• High integrity and command of relevant compliance frameworks (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.

Physical Requirements

• Ability to travel by car and air throughout the country on a frequent basis.
• Navigate government facility security/access requirements.
• When supporting field visits, stand for extended periods in clinical or operating room settings as needed.

Benefits

• Competitive base salary with an aggressive, uncapped commission structure and performance bonuses.
• Comprehensive executive benefits package (health, dental, vision, 401(k) matching).
• Opportunity to lead a cutting-edge portfolio that directly impacts patient mobility and spinal health.