VP, Government Sales

About the Role SafeRide Health is expanding its presence in state Medicaid (FFS) transportation programs and building a best-in-class capability to compete and win in this segment. We are seeking a VP, State Medicaid Strategy & Capture to define and execute SafeRide’s end-to-end strategy for identifying, shaping, and winning state RFP opportunities. This is a quota-carrying, player-coach leadership role responsible for building an intelligence-driven, proactive go-to-market approach—ensuring SafeRide is well-positioned, well-informed, and highly competitive in state procurements. This role is critical to advancing SafeRide’s mission by enabling access to care through successful expansion into state Medicaid programs. 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 • Develop compliant engagement strategies with state Medicaid agencies, provider and advocacy groups, and industry associations • 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 • Partner cross-functionally with RFP writers, pricing/finance, marketing, account management, and operations • 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 Benefits : We offer a remote-first work environment, competitive compensation, and comprehensive benefits including: Career growth and development opportunities in a mission-driven organization Competitive salary, annual bonus opportunities, and equity options Remote with flexible hours Comprehensive medical, dental, and vision insurance 401(k) with company match Generous PTO, paid company holidays, and paid parental leave About Us: SafeRide Health is a technology and services company dedicated to reducing barriers to care by improving the delivery of non-emergency medical transportation to people across America. SafeRide employs proprietary technology, paired with a nationwide network of vetted transportation providers. This enables payers and health systems to deliver cost-effective, on-demand transportation intelligently, enhancing the patient experience in the process. SafeRide serves the largest Medicare Advantage, Medicaid, and provider programs in the country. Learn more at www.saferidehealth.com.