Government Sales Director (GSD)

The GSD will lead a team of Government Account Managers (GAMs) responsible for expanding Nerivio access and utilization across VA Medical Centers, military hospitals, and associated networks.

This role requires expansive experience and understanding of the VA health care system, procurement and contracting pathways, and the complex stakeholder landscape that drives adoption within government managed clinical settings and federal payer platforms. 

Position Description

Theranica is seeking an experienced Government Sales Director (GSD) to lead our growing and dedicated Government Account sales team, and to drive the commercial growth of Nerivio®, the first-in-category, FDA-cleared wearable device for the acute and preventive treatment of migraine, within the Veterans Administration (VA), Department of War (DoW), Indian Health Services (IHS) and other federal healthcare systems. 

Main Responsibilities:

Leadership & Team Development 

• Lead, coach, and develop a team of GAMs to achieve national and regional government channel sales objectives.
• Provide strategic direction, mentorship, and in-field support to ensure high-level engagement within assigned territory and accounts.  
• Cultivate a strong, mission-driven culture centered on patient access, compliance, customer satisfaction and excellence in execution.

Government Channel Strategy & Execution 

• Build and execute a comprehensive government account sales and access strategy that aligns with national commercial goals.
• Partner cross-functionally with Market Access, Medical Affairs, Marketing, Distribution and Operations to ensure VA and DoW customers have seamless product access, contract compliance, and order fulfillment.
• Develop and maintain strategic relationships with key VA and DOW stakeholders, including National Program Offices, VISN leadership, pharmacy and procurement decision-makers, and clinical champions.
• Identify and implement strategies to navigate and optimize VA formulary, GPO, and purchasing processes.

Operational & Contracting Excellence 

• Oversee the accurate and timely processing of VA and DoW purchase orders (POs) and ensure compliance with all federal acquisition regulations (FAR) and VA-specific procurement requirements.
• Serve as the company’s subject matter expert on VA and DoW procurement systems, including ECAT, GSA, and other government contracting platforms.
• Collaborate with internal teams to resolve order, billing, and logistics issues impacting VA and DoW accounts.
• Monitor and analyze sales and utilization data, formulary adoption, and purchasing trends to inform strategic decisions and forecast government channel performance.

Cross-Functional Collaboration 

• Partner closely with Medical Affairs, Reimbursement, and Marketing to ensure government channel alignment with national messaging and support materials.
• Communicate field insights to internal teams, identifying emerging opportunities, challenges, and stakeholder feedback.
• Represent Theranica at relevant federal healthcare meetings, tradeshows, conferences, educational events, and other stakeholder engagements.

Qualifications & Requirements

• Bachelor’s Degree required; advanced degree preferred.
• 10+ years of successful experience in medical device, pharmaceutical, or healthcare sales, with minimum 5+ years of successful experience in federal/government accounts (VA, DoW, or other Federal Health Systems).Proven leadership experience managing field-based account teams successfully calling on the VA and  DoW.
• Deep understanding of VA organizational structure, procurement processes, formulary pathways, and stakeholder ecosystem (including VISN, VAMC, and PBM levels).
• Hands-on experience managing VA purchase orders, ECAT/GSA contracts, and federal compliance requirements.
• Strong track record of successfully pulling through access and driving utilization of FDA-authorized therapies or devices within federal systems.
• Excellent analytical and strategic planning skills with the ability to interpret and act on complex data.
• Collaborative mindset with proven ability to work cross-functionally in an early-stage, fast-paced environment.
• High ethical standards, compliance orientation, and commitment to Theranica’s Code of Conduct.
• Exceptional verbal and written communication skills; strong executive presence when engaging with senior stakeholders.
• Ability to travel 50%+ domestically, including overnight travel.
• Must be able to lift up to 25 pounds as required for field materials or event support.