This is a remote 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.
We're seeking an accomplished sales and strategy leader with demonstrated experience winning RFPs in state agency-run Medicaid programs.
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.
Key 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
Requirements
Required Qualifications
- 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
Preferred Qualifications
- 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
Benefits
Benefits
Our client offers a remote-first work environment, competitive compensation, and comprehensive benefits including: Career growth and development opportunities in a mission-driven organization; Competitive salary, annual bonus opportunities, and equity options; Remote with flexible hours; Comprehensive medical, dental, and vision insurance; 401(k) with company match; Generous PTO, paid company holidays, and paid parental leave.
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Walker Bowen Talent Partners