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Job description
Client Summary
Redefining digital engagement in healthcare with patient-first solutions.
Blending AI navigation with personalized care experiences.
Supporting millions of patients annually across hospitals and clinical partners.
Leveraging longitudinal data to improve activation, loyalty, and outcomes while reducing costs.
Backed by decades of innovation and industry recognition.
Position Responsibilities
Lead the VA/DHA sales motion in close partnership with the SVP, Business Development — from identifying and securing agency sponsors to closing contracts and expanding deployed solutions across VISNs
Build and manage relationships with key VA decision-makers including VISN directors, Chief Medical Officers, CIOs, Innovation Center leadership, and federal IT procurement officials
Navigate federal procurement processes including FedRAMP authorization pathways, agency Authority to Operate (ATO) requirements, IDIQ contracting vehicles, and GSA schedules
Develop and execute a sponsor-first go-to-market approach — securing agency commitment and pilot agreements as a precondition to significant compliance and infrastructure investment
Represent in federal healthcare settings including VA innovation events, DHA forums, HIMSS Government Health IT sessions, and other government-focused industry conferences
Coordinate closely with product, engineering, compliance, legal, and customer success teams to ensure federal requirements around security, interoperability, and accessibility are met and delivery commitments are fulfilled
Manage and grow the federal customer success motion, working alongside existing federal CS resources to protect and expand current VA engagements
Provide regular pipeline reporting and forecasting with clear, data-driven updates to senior leadership on federal opportunity progression, risks, and resource needs
Build competitive intelligence on federal healthcare IT competitors — particularly those with established VA/DHA presence — and translate insights into differentiated positioning
Leverage existing federal sales consultant relationships and contracting vehicle partnerships to accelerate market access
Experience & Skills
Required Experience and Qualifications:
8–12+ years of federal healthcare sales experience, with a meaningful portion selling health IT, EHR, clinical software, or patient engagement solutions directly into the VA and/or DHA
Demonstrated success closing federal healthcare contracts — not just pipeline building, but signed contracts, deployed solutions, and expanded accounts within the VA or DoD health ecosystem
Strong existing relationships with VA decision-makers across clinical, IT, and procurement functions. Candidates with a deep Cerner/Oracle Health VA network are particularly well-positioned given the VA’s EHR modernization landscape
Working knowledge of federal procurement and compliance — FedRAMP, agency ATO processes, IDIQ vehicles, FAR/DFARS, and the unique dynamics of selling into VHA/DHA
Strong technical aptitude — Ability to rapidly understand and credibly articulate AI-powered clinical products, data integration requirements, and interoperability standards (HL7, FHIR, etc.) to both technical and clinical audiences
Entrepreneurial, self-directed approach — You must be comfortable operating with limited infrastructure and creating structure where none exists
Exceptional communication and executive presence — equally effective in a 1:1 with a VISN director, a formal VA briefing, or an internal strategy session with C-suite leadership
Willingness to travel for VA site visits, VISN engagements, DHA meetings, and industry events. Washington, D.C. metro presence is a significant advantage
Preferred Experience and Qualifications:
Prior sales experience with Cerner (now Oracle Health), Epic, or other major EHR platforms within VA environments
Existing relationships within the VA Office of Information and Technology (OIT), Office of Electronic Health Record Modernization (EHRM), or DHA Program Executive Office
Experience selling AI, analytics, or clinical decision support tools into federal health systems
Familiarity with the VA Innovation Center (CIVIC) or similar federal health innovation programs
Active or recent security clearance, or ability to obtain one
Experience working with federal sales consultants, GovCon partners, or IDIQ prime contractors
Compensation
Range: $100k-$150k
Health Insurance
Open time-off leave program.
10 Paid Holidays
Wellness reimbursement up to $400 per year
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Worksite address
palo alto, CA, 94306, US
Who can apply
Review the original listing for work authorization, qualifications and employer requirements.