Federal Healthcare Account Executive

Job Description

Job Description

Department: Sales

Reports To: Senior Vice President, Sales

Location: Remote (U.S.)

Position Summary

The Government Account Executive is responsible for driving new Annual Recurring Revenue (ARR) by managing the complete enterprise sales cycle for LSPedia's SaaS solutions across the U.S. federal healthcare market. This individual will develop and execute strategic account plans, establish executive relationships, and position LSPedia as a trusted partner for pharmaceutical supply chain security, DSCSA compliance, pharmacy operations, and supply chain visibility.

The Government Account Executive serves as LSPedia's commercial leader within the federal healthcare market. Although this position has no direct reports, it provides market leadership by collaborating closely with Account Executives, Business Development Representatives, Marketing, Product Management, Customer Success, Sales Engineering, and strategic partners to develop federal go-to-market strategies and accelerate revenue growth.

Primary Markets

The Government Account Executive will be responsible for developing opportunities within federal healthcare organizations including:

Department of Veterans Affairs (VA)

• Veterans Health Administration (VHA) 
• VA Medical Centers 
• Veterans Integrated Service Networks (VISNs) 
• National VA Pharmacy Benefits Management (PBM) 
• VA Office of Information & Technology 

Department of Defense (DoD)

• Defense Health Agency (DHA) 
• Military Treatment Facilities (MTFs) 
• Army Medical Command 
• Navy Medicine 
• Air Force Medical Service 

I

ndian Health Service (IHS)

• Federal IHS Hospitals 
• Tribal Health Systems 
• Regional IHS Offices 

Federal Bureau of Prisons (BOP)

• Federal Medical Centers 
• Bureau of Prisons Health Services 

Other Federal Healthcare Organizations

• U.S. Coast Guard Health Services 
• National Institutes of Health (NIH) Clinical Center 
• Federal Occupational Health (FOH) 
• Public Health Service organizations 
• Other federal civilian healthcare agencies as assigned 

80% of the focus will be on the VHA and DoD , with IHS, BOP, Coast Guard, and NIH comprising the remainder. Those two organizations represent the largest opportunities and should receive most of the attention.

Key Responsibilities

Revenue Growth

• Own and achieve annual bookings and ARR targets for the federal healthcare market. 
• Develop and execute strategic account plans across assigned federal agencies and healthcare systems. 
• Build and maintain a healthy sales pipeline that supports predictable revenue growth. 
• Manage the complete enterprise sales cycle from prospecting through contract execution. 
• Develop executive-level relationships with clinical, pharmacy, supply chain, procurement, contracting, and IT leadership. 
• Lead complex multi-stakeholder sales opportunities involving multiple buying centers and extended procurement cycles. 

Government Market Leadership

• Serve as LSPedia's subject matter expert for the federal healthcare market. 
• Develop federal go-to-market strategies that expand LSPedia's presence across government healthcare organizations. 
• Provide indirect leadership to Account Executives and Business Development Representatives by developing federal sales strategies, coordinating account planning, and identifying market opportunities. 
• Collaborate with Marketing, Product Management, Customer Success, and Sales Engineering to improve federal market penetration. 
• Share customer, competitive, and regulatory intelligence to influence product strategy and roadmap priorities. 

Customer & Industry Engagement

• Represent LSPedia at federal healthcare conferences, customer meetings, and government industry events. 
• Build relationships with government contracting organizations, system integrators, consulting firms, and strategic partners. 
• Position LSPedia as a trusted advisor on:
  • Pharmaceutical supply chain security 
  • DSCSA compliance 
  • Serialization and traceability 
  • Pharmacy operations 
  • Healthcare interoperability 
  • Supply chain visibility 
• Develop relationships with executive stakeholders across pharmacy, logistics, procurement, supply chain, information technology, and healthcare administration. 

Success Measures

• Annual bookings and ARR 
• Pipeline growth and conversion 
• New federal customer acquisition 
• Forecast accuracy 
• Executive relationship development 
• Federal market expansion 
• Strategic partner development 
• Collaboration and influence across the sales organization 

Required Qualifications

• 7+ years of enterprise SaaS or healthcare technology sales experience. 
• 5+ years selling enterprise technology into U.S. federal healthcare organizations. 
• Demonstrated success navigating complex federal procurement processes, contracting vehicles, and long enterprise sales cycles. 
• Proven success selling complex enterprise software involving multiple executive stakeholders. 
• Established relationships within one or more federal healthcare organizations. 
• Strong understanding of healthcare IT, pharmacy operations, pharmaceutical supply chain, or healthcare interoperability. 
• Exceptional communication, presentation, negotiation, and executive relationship skills. 
• Experience using Salesforce or similar CRM platforms. 

Preferred Qualifications