Essential Duties and ResponsibilitiesAliMed is seeking a Director of Government Sales to lead our federal business strategy and accelerate growth across the Veterans Administration (VA) Medical Center (MC) and VA Homecare channels, as well as the Department of Defense (DoD), Indian Health Service (IHS), and other government channels. This leader will own the redesign of our government Go-To-Market (GTM) strategy, elevate internal sales and sales-support performance, and drive new contract acquisition both directly and through Service-Disabled Veteran-Owned Small Business (SDVOSB) partners. The role requires a builder-someone who can architect a scalable government sales engine while executing in the field to win new business.
Key responsibilities include:Government Go-to-Market Leadership
- Redesign the government GTM strategy across VA, DoD, General Services Administration (GSA), and federal prime/subcontracting pathways.
- Define segment priorities, product focus areas, pricing strategy, and channel mix for sustainable growth.
- Build a multi-year roadmap for contract expansion, partner development, and revenue acceleration.
Sales & Sales Support Optimization
- Assess and restructure internal sales and sales-support workflows, including lead management, quoting, order flow, and contract compliance.
- Implement performance standards, KPIs, and operating rhythms for the government sales team.
- Partner with Marketing, Product, and Operations to ensure alignment on government-specific requirements, messaging, and fulfillment.
Contract Acquisition & Partner Development
- Lead the pursuit of new federal contracts, including Blanket Purchase Agreement (BPA), Indefinite Delivery, Indefinite Quantity contract (IDIQ), GSA schedules, Electronic Contracting Approval Tool (ECAT), Distribution and Pricing Agreement (DAPA), and VA Federal Supply Schedule (FSS) opportunities.
- Expand and manage relationships with SDVOSB partners, ensuring compliant, high-value teaming strategies.
- Oversee proposal development, pricing inputs, and compliance documentation for all government bids.
- Maintain strong relationships with contracting officers, program managers, and procurement stakeholders.
Cross-Functional Leadership
- Serve as the internal subject-matter expert on government procurement, compliance, and contracting pathways.
- Collaborate with Finance and Legal on contract terms, pricing structures, and risk management.
- Provide executive-level reporting on pipeline, forecasts, contract performance, and strategic risks.
Success Profile
The ideal candidate is a strategic operator who can diagnose gaps, build structure, and execute quickly. They combine government contracting expertise with commercial leadership instincts, and they thrive in environments where they can modernize processes, elevate team performance, and deliver measurable revenue impact.
Education and/or Work Experience Requirements- Bachelor's degree in Business or a related field; MBA Preferred.
- 7-10+ years of experience in government sales, federal contracting, or government channel leadership within medical devices, healthcare products, or related regulated industries.
- Able to lead and mentor sales professionals to facilitate and support sales to our government partners.
- Demonstrated success winning and managing federal contracts (VA, DoD, GSA, ECAT, DAPA, FSS, or similar).
- Experience working with or managing SDVOSB partnerships and subcontracting relationships.
- Strong understanding of Federal Acquisition Regulation (FAR) / Defense Federal Acquisition Regulation Supplement (DFARS), government procurement cycles, and compliance requirements.
- Proven ability to redesign GTM strategies and improve sales operations.
- Strong analytical, communication, and executive-level presentation skills.
Preferred
- Experience in medical devices, healthcare supplies, or clinical environments.
- Demonstrated success in building or scaling a government sales function.
- Working knowledge of CRM optimization, government bid platforms, and pricing governance.
Physical Requirements- Ability to safely and successfully perform the essential job functions consistent with federal, state and local standards, including meeting qualitative and/or quantitative standards.
- Ability to maintain regular, punctual attendance.
- Must be able to lift and carry up to >10 lbs.
- Must be able to talk, listen and speak clearly.
