Vice President, Government Strategy

Job Responsibilities

• Develop and operationalize SafeRide’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 SafeRide is known and credible before bids are released
• Represent SafeRide 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
• 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

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
• Willingness and ability to travel approximately 15–20% for state engagement, industry events, and client meetings

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