Area Vice President Sales (Public Sector)

About the role

We are seeking an AVP-Sales, Public Sector to own and grow a portfolio of state, county, and local government health and human services accounts in the U.S. You will sell the company’s platform to agencies such as Medicaid programs and state and local public health departments, and other accounts with government-as-the-customer. You will build relationships with agency leaders, program owners, and procurement and IT stakeholders, and carry opportunities from early market engagement through solicitation, award, and contract. You will work with sales engineering, product, marketing, proposal and growth strategy, legal, and customer success teams to build account-specific value propositions and respond to public solicitations.

A Day in the Life

• Own the sales strategy and execution for a defined territory of named public sector accounts.

• Build trusted relationships with agency executives and program leaders (Medicaid directors, public health officers, CIOs, CFOs, county administrators) and with the procurement, legal, and security staff who shape each purchase.

• Track upcoming budgets, legislative and appropriation activity, grant and federal funding streams, and contract expirations to identify opportunities before solicitations are issued.

• Engage agencies ahead of formal solicitations through market research, RFIs, demos, and discussions that stay within each jurisdiction’s procurement rules.

• Lead the response to RFPs, RFIs, and sole-source or cooperative-contract opportunities, working with proposal, pricing, legal, and security teams to deliver compliant, competitive submissions.

• Lead the sales process through discovery, solution alignment, presentations, vendor demonstrations, negotiation, and contract execution.

• Coordinate with systems integrators, consulting firms, and other partners that influence or deliver public sector programs.

• Manage pipeline, forecasting, and activity tracking, including realistic timing for multi-year procurement cycles.

• Represent the company at state and national government health conferences, association events, and agency forums.

What You Need

• Bachelor’s degree required; Master’s degree or MBA preferred.

• 8+ years of enterprise software sales experience, with at least 5 years selling to state, county, or local government agencies, preferably in health and human services.

• Working knowledge of government procurement: RFP and RFI processes, cooperative and master contracts, sole-source justification, protest periods, and fiscal-year budget cycles.

• Experience with the Medicaid and state/local public health markets.

• Track record of winning new accounts and consistently meeting or exceeding multi-million-dollar quotas through long, multi-stakeholder sales cycles.

• Existing relationships with state health and human services agencies, county health systems, or related government organizations.

• Knowledge of public sector compliance and ethics requirements, including procurement integrity, gift and lobbying rules, and restrictions on contact during open solicitations.

• Familiarity with security and regulatory frameworks that buyers screen on, such as HIPAA, GovRAMP, FedRAMP, and Section 508 accessibility.

• Strong executive presence, written communication, and negotiation skills.

• Willingness to travel as required to meet agencies in person.

Preferred Qualifications

• Government health and human services technology sales

• Medicaid, public health, or behavioral health program knowledge

• Proposal development and RFP response leadership

• Helping buyers identify funding (appropriations, grants, federal match)

• Established public sector network

• Deal closure

We offer competitive benefits to set you up for success in and outside of work.

Here’s What We Offer

• Generous Paid Time Off: Recharge and relax with 20 days of fixed time off per year, in addition to company holidays—because we believe work-life balance fuels performance.

• Best-in-Class Parental Leave: Spend quality time with your growing family. We offer one of the industry’s most generous parental leave policies to support you during life’s most important moments.

• Recognition & Rewards: We celebrate wins—big and small. Get rewarded with monetary incentives and company-wide recognition for your impact and dedication. Your hard work won’t go unnoticed.

• Comprehensive Insurance Coverage: Stay covered with medical, dental, and vision insurance, plus 100% company-paid short- and long-term disability and basic life insurance. Optional perks include discounted legal aid and pet insurance.

The company Inc. is an equal opportunity employer. We celebrate diversity and are committed to fostering an inclusive workplace where all employees feel valued and empowered regardless of any characteristic protected by federal, state or local law including, without limitation, race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, medical condition, disability, age, marital status, or veteran status. The company Inc. participates in the E-Verify program to confirm employment eligibility of all newly hired employees based out of the U.S. and employed by the company Inc.

For any additional information, please visit the below websites

E-Verify

Right to Work (English)

Right to Work (Spanish)