Procurement Vehicle Strategist

Position summary

The Procurement Vehicle Strategist owns Nava’s procurement vehicle strategy. This role ensures that Capture Engineers and Capture Managers always know which procurement door a state can walk through before the RFP drops, and that Nava is actively positioned on the right vehicles in priority states well in advance of competitive pursuits.

The incumbent maintains a current map of cooperative and state-specific procurement vehicles, identifies gaps, operationalizes new vehicles, and provides per-territory acquisition pathway recommendations that integrate directly into territory capture plans. This role also leads the early operationalization of Nava’s NASPO agreement, including identifying the infrastructure and marketing efforts required to activate it at scale.

This role is matrixed between the Director, GTM Operations and the Director, Client Solutions, and interfaces directly with Capture Engineers via territory plan inputs and with Capture Managers on active pursuit-level vehicle strategy.

What you'll do

Contract Vehicle Nurturing & Client Intimacy

Maintain and deepen Nava’s relationships with existing cooperative purchasing vehicles, state-specific procurement mechanisms, and schedule contract holders

Conduct regular outreach and engagement with vehicle administrators and state procurement officials to keep Nava positioned as an active, compliant, and preferred vendor on existing vehicles

Monitor utilization rates and activity on current vehicles; identify underperforming vehicles and develop strategies to increase engagement or reactivate dormant relationships

Track contract vehicle renewal timelines, compliance requirements, and reporting obligations; coordinate with internal stakeholders to ensure Nava meets all vehicle-level requirements proactively

Serve as Nava’s primary relationship owner with vehicle administrators, cooperative purchasing organizations, and state procurement bodies

New Vehicle Identification & Operationalization

Identify procurement vehicles, cooperative agreements, and acquisition pathways in priority states where Nava currently lacks coverage or where gaps create a competitive disadvantage

Develop and execute a vehicle establishment roadmap, prioritizing new cooperative agreements, schedule contracts, and state-specific vehicles that open doors in key target states before pursuits require them

Lead the application, onboarding, and activation process for new vehicles; coordinate with Legal, Finance, and Contracts to ensure compliance and timely execution

Build and maintain a current vehicle map that tracks which vehicles Nava is on, which are actively used, and which represent untapped entry points by territory

NASPO Agreement Operationalization

Lead the early operationalization of Nava’s NASPO ValuePoint agreement, including identifying the incremental infrastructure, processes, and marketing efforts required to support NASPO at scale

Develop a NASPO-specific go-to-market plan that identifies target states, outreach strategies, and activation milestones for the first 6–12 months

Coordinate with the GTM and Communications teams to develop NASPO-specific marketing and nurturing materials that increase state awareness of and confidence in purchasing through the vehicle

Track NASPO pipeline activity and utilization; report on vehicle performance and surface recommendations for improving activation and revenue contribution

Preemptive Procurement Strategy

Provide per-territory acquisition pathway recommendations integrated directly into Capture Engineer territory capture plans, answering “how does this state buy services like ours” before the relationship conversation advances far enough to matter

Conduct competitive vehicle analysis: identify where competitors are positioned on cooperative vehicles that could lock Nava out of procurements, and develop strategies to close those gaps preemptively

Advise Capture Managers on activated pursuits where vehicle selection is a competitive variable

Research and analyze state-specific procurement authority, sole-source pathways, emergency procurement options, and cooperative vehicle eligibility to ensure Nava has a viable acquisition route for every priority opportunity

Maintain a landscape of cooperative purchasing organizations (NASPO, NCPA, SEWP, state-specific cooperatives) and advise on Nava’s positioning relative to each

Required skills

Experience: 4–5 years in a procurement, contracts, business development, or government acquisition role, with demonstrated experience navigating public sector procurement mechanisms

Procurement vehicle expertise: Working knowledge of cooperative purchasing vehicles (NASPO ValuePoint, NCPA, SEWP, or state-specific equivalents), schedule contracts, and state procurement authority structures

Government market fluency: Understanding of how state and local governments buy technology services: procurement cycles, sole-source pathways, cooperative vehicle eligibility, and the constraints of B2G acquisition

Strategic and pre-competitive orientation: Experience advising on procurement strategy before a formal solicitation opens, not just responding to RFPs after they drop

Cross-functional collaboration: Proven ability to work across business development, legal, finance, and contracts to operationalize vehicles and support active pursuit strategy

Analytical rigor: Comfortable with landscape monitoring, competitive vehicle positioning, and producing structured analysis that informs real decisions

Execution and follow-through: Track record of taking vehicle establishment from identification through activation, not just advising from a distance

Desired skills

Direct experience with NASPO ValuePoint or other large-scale cooperative purchasing agreements in a government technology context

Familiarity with state benefits technology, health and human services IT, or the programs Nava serves (SNAP, Medicaid, UI, PFML)

Background in government contracting, procurement law, or public procurement administration

Experience developing marketing or nurturing strategies for cooperative vehicle activation

Prior experience at a civic tech, government technology, or public sector consulting organization

Compensation

$92,700—$103,500 USD