Senior Federal Sales Leader

• Lead, recruit, hire, develop, and mentor a high-performing federal healthcare sales organization.

• Establish clear performance expectations, revenue objectives, and accountability across the sales team.

• Coach sales professionals on Oracle's sales processes, strategic account planning, opportunity qualification, and complex deal execution.

• Conduct regular pipeline reviews, forecasting sessions, and weekly sales meetings to drive execution and performance.

• Foster a collaborative, customer-focused culture that consistently delivers results.

• Provide leadership and oversight to sales managers and individual contributors, as applicable.

• Develop and execute comprehensive federal healthcare sales strategies and territory plans to maximize revenue growth and market penetration.

• Drive new business acquisition, strategic account expansion, and long-term customer relationships across HHS, CMS, DOW, VHA, and other federal healthcare organizations.

• Identify and pursue opportunities aligned with federal healthcare modernization, clinical transformation, interoperability, data analytics, and AI initiatives.

• Establish and execute strategic account plans that align Oracle Health solutions with agency missions, operational priorities, and technology investments.

• Maintain ownership of sales performance, pipeline development, revenue forecasting, and achievement of business objectives.

• Participate in strategic and tactical planning to strengthen Oracle Health's competitive position within the federal healthcare market.

• Oracle Health Electronic Health Record (EHR)

• Oracle Health Revenue Cycle Management

• Oracle Health Health Information Exchange (HIE)

• Oracle Health Seamless Exchange

• Oracle Health Data Warehouse

• Oracle Population Health Analytics

• Oracle Health Patient Portal

• Oracle Health Electronic Case Reporting

• Oracle Health AI Agents

• Oracle Cloud Infrastructure (OCI) and complementary Oracle enterprise technologies

• Establish and maintain trusted relationships with senior federal executives, agency leadership, clinical stakeholders, CIOs, CTOs, CFOs, and acquisition decision-makers.

• Serve as a strategic advisor to federal healthcare customers, understanding their mission-critical challenges and identifying opportunities for Oracle Health solutions.

• Build and strengthen partnerships with federal systems integrators, consulting organizations, channel partners, and other strategic alliances.

• Collaborate closely with Oracle's product, consulting, engineering, cloud, legal, finance, and implementation teams to develop integrated customer solutions.

• Lead executive-level customer engagements, strategic negotiations, and escalations to ensure customer satisfaction and long-term account success.

• Provide strategic oversight of complex federal sales opportunities from initial qualification through contract award and execution.

• Navigate federal procurement processes, acquisition strategies, contract vehicles, budget cycles, and competitive evaluations.

• Guide sales teams through RFIs, RFPs, solution development, proposal strategies, negotiations, and contract execution.

• Develop competitive positioning and winning strategies for large-scale federal healthcare technology initiatives.

• Ensure effective coordination across internal stakeholders and external partners to deliver compelling, compliant, and competitive proposals.

• Develop and manage accurate monthly and quarterly revenue forecasts, pipeline metrics, and territory performance plans.

• Drive consistent sales execution through disciplined opportunity management, qualification methodologies, and account planning.

• Monitor sales performance, identify risks and growth opportunities, and implement corrective strategies when necessary.

• Conduct regular business reviews and communicate sales performance, market trends, and strategic priorities to senior leadership.

• Extensive experience in enterprise technology sales, including demonstrated success in federal government markets.

• Proven leadership experience managing, developing, and motivating high-performing sales teams.

• Demonstrated ability to drive revenue growth, expand strategic accounts, and consistently achieve sales objectives.

• Strong understanding of federal procurement, acquisition processes, contract vehicles, and budget cycles.

• Experience selling complex enterprise software, SaaS, cloud, or healthcare technology solutions.

• Proven ability to develop and maintain executive-level relationships within federal agencies and strategic partner organizations.

• Strong strategic planning, business development, negotiation, and executive communication skills.

• Experience leading cross-functional teams and coordinating complex, multi-stakeholder sales opportunities.

• Strong forecasting discipline, pipeline management, and operational execution capabilities.

• Direct sales leadership experience supporting HHS, CMS, DOW healthcare organizations, VHA, FDA, or related federal healthcare programs.

• Experience selling Oracle Health solutions or comparable EHR/EMR, healthcare interoperability, revenue cycle, population health, analytics, or clinical technology platforms.

• Familiarity with Oracle Cloud Infrastructure, enterprise applications, healthcare data platforms, artificial intelligence, and federal security requirements.

• Established executive relationships across the federal healthcare ecosystem, including agencies, systems integrators, and strategic consulting partners.

• Experience leading large-scale federal healthcare modernization and digital transformation opportunities.

• Familiarity with MEDDICC, MEDDPICC, Challenger, Miller Heiman, or comparable enterprise sales methodologies.

• Build and inspire a high-performing federal healthcare sales organization.

• Deliver sustained revenue growth through new business development and strategic account expansion.

• Strengthen Oracle Health's executive relationships and market presence across federal healthcare agencies.

• Expand adoption of Oracle Health applications, cloud technologies, healthcare data platforms, and AI-driven solutions.

• Develop strong strategic partnerships that accelerate customer success and business growth.

• Establish a predictable, high-quality sales pipeline and consistently deliver against revenue commitments.

• Position Oracle Health as a trusted technology partner supporting the transformation of federal healthcare.

Disclaimer:

Certain U.S. based or U.S. customer or client-facing roles may be required to comply with applicable requirements, such as immunization/occupational health mandates, and/or drug testing requirements.

Range and benefit information provided in this posting are specific to the stated locations only

US: Hiring Range in USD from: $152,300 to $329,800 per annum. May be eligible for equity and compensation deferral. Eligible for commission with an estimated pay mix of 45/55.


Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect Oracle's differing products, industries and lines of business.
Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.

Oracle US offers a comprehensive benefits package which includes the following:
1. Medical, dental, and vision insurance, including expert medical opinion
2. Short term disability and long term disability
3. Life insurance and AD&D
4. Supplemental life insurance (Employee/Spouse/Child)
5. Health care and dependent care Flexible Spending Accounts
6. Pre-tax commuter and parking benefits
7. 401(k) Savings and Investment Plan with company match
8. Paid time off: Flexible Vacation is provided to all eligible employees assigned to a salaried (non-overtime eligible) position. Accrued Vacation is provided to all other employees eligible for vacation benefits. For employees working at least 35 hours per week, the vacation accrual rate is 13 days annually for the first three years of employment and 18 days annually for subsequent years of employment. Vacation accrual is prorated for employees working between 20 and 34 hours per week. Employees working fewer than 20 hours per week are not eligible for vacation.
9. 11 paid holidays
10. Paid sick leave: 72 hours of paid sick leave upon date of hire. Refreshes each calendar year. Unused balance will carry over each year up to a maximum cap of 112 hours.
11. Paid parental leave
12. Adoption assistance
13. Employee Stock Purchase Plan
14. Financial planning and group legal
15. Voluntary benefits including auto, homeowner and pet insurance

The role will generally accept applications for at least three calendar days from the posting date or as long as the job remains posted.
As part of Oracle's onboarding process and consistent with applicable law, US-based employees are required to complete identity verification, which involves the collection and processing of their biometric information. Accommodations to this requirement may be granted following an individualized assessment.

This is an exciting opportunity for an accomplished federal sales leader to play a pivotal role in advancing Oracle Health's growth across the U.S. Federal Government.

We are looking for a leader who combines strategic vision, strong federal healthcare relationships, exceptional people leadership, and a relentless focus on execution and results.

If you are passionate about leading high-performing teams, transforming healthcare through technology, and helping federal agencies achieve their missions, we would welcome the opportunity to connect.