Director of Federal Sales

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 #J-18808-Ljbffr Direct Recruiters Inc.