VP, Government Sales & New Market Growth (930953)

We are a purpose-driven organization where support teams directly impact our ability to change the lives of the people and communities we serve. Throughout our US network and global family, our services span workforce and employment, education and training, and community support. Equus Workforce Solutions is a member of the APM Group, a global network focused on enhancing a person’s health and wellbeing, independence, and employability.

The Vice President of Business Development & Sales is a senior executive responsible for driving measurable revenue growth through government contracting, adjacent market expansion, and diversified funding sources. This role owns the full growth lifecycle, from market identification and demand shaping to capture, close, and expansion of contracts across federal, state, and local government agencies, quasi-governmental entities, and aligned private-sector businesses. 
This leader is outcome- and quota-oriented, accountable for bookings, pipeline health, win rates, and long-term account growth. The role combines hunter mentality, government sales expertise, and strategic market development, translating innovation and partnerships into closed deals, funded programs, and scalable revenue streams.
 

Primary Outcomes & Success Metrics

• New revenue and bookings growth (annual and multi-year contracts)
• Qualified pipeline value and conversion rates
• Win rate on competed and sole-source government opportunities
• Expansion into new government agencies, geographies, and adjacent sectors
• Diversification of funding sources (grants, cooperative agreements, public and private funding)
• Strategic account penetration and contract expansions

Revenue & Sales Leadership

• Own and deliver annual and multi-year revenue targets across government and adjacent markets.
• Build, manage, and convert a robust, qualified sales pipeline with accurate forecasting.
• Work in partnership with Operations Vice Presidents, lead end-to-end government sales including opportunity identification, capture, pricing, negotiation, and close.
• Drive account expansion through renewals, upsells, and program growth.
• Establish disciplined sales operating rhythms, KPIs, and performance reporting.

Government Contracting & Capture Management

• Lead pre-RFP capture activities including agency engagement and solution shaping.
• Serve as executive owner for federal, state, local, public, private, and education opportunities.
• Partner with proposal, legal, finance, and operational teams to develop winning strategies.
• Navigate procurement vehicles, grants, sub-contractor and cooperative agreements, and public-sector funding models.
• Maintain deep understanding of government policy, funding cycles, and procurement trends.

Market Expansion & Adjacent Growth

• Identify and commercialize adjacent markets including healthcare, workforce, education, private, and technology-enabled services.
• Translate innovation concepts into sellable offerings with clear value propositions.
• Lead go-to-market strategies including pricing, buyer targeting, and demand creation.
• Validate demand through pilots, proofs-of-concept, and early adopter contracts.

Partnerships & Ecosystem Development

• Build revenue-generating partnerships with government agencies, primes, nonprofits, private, and technology firms.
• Structure partnerships that expand contract access and funding pathways.
• Lead executive-level relationship management and represent the organization externally.

Leadership & Execution

• Build and lead high-performing business development and sales teams.
• Foster a performance culture grounded in accountability and results.
• Collaborate cross-functionally to ensure offerings are executable and profitable.

• Education: Bachelor’s degree required; Master’s degree preferred.
• Experience: 10+ years of senior leadership in government sales or business development with a proven record of closing state, local, or federal contracts.

All your information will be kept confidential according to EEO guidelines.

Equus Workforce Solutions is a leading provider of workforce development services in North America. With a dedicated and passionate team, Equus puts the industry’s best practices to work by focusing on the development, design, and delivery of demand-driven workforce solutions.

When you join Equus, you can expect extensive learning opportunities and networking programs. But most of all you can expect to make a lasting impact on the lives of others.

At Equus we are strengthened by diversity. We are committed to providing a work environment in which everyone is included, treated fairly and with respect. Equus Workforce Solutions is proud to be an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, gender, age, pregnancy, sexual orientation, gender identity, ancestry, religion, national origin, veteran status, physical or mental disability, or reprisal or any other characteristic protected under state, federal, or local law.