Business Development Executive, Government Sales (State)

Business Development Executive, Government Sales (State)

Location: Remote | 50% Travel

About PartsSource

PartsSource is the leading technology and software platform for managing mission-critical healthcare equipment. Trusted by over 5,000 US hospitals and 15,000 clinical sites, PartsSource empowers providers and service organizations to maximize clinical availability for patient care and automates the procurement of parts, services and training through a unique digital experience.

PartsSource team members are deeply committed to our mission of Ensuring Healthcare is Always On®, which is foundational to our success and growth. Our vibrant culture is built upon aligned values, shared ownership, mutual respect, and a passion for collaborating to solve complex customer problems.

About the Job Opportunity

PartsSource is seeking a Business Development Executive to own new customer acquisition and revenue growth across state-level government healthcare systems and public health agencies. You will identify, prospect, and close high-value contracts with state departments of health, public university health systems, state laboratory networks, and government-funded healthcare providers. This is a quota-carrying role where you own the full sales cycle: prospecting, needs discovery, proposal development, stakeholder navigation, and closing. You'll report directly to leadership, manage your dedicated territory, and build a reputation as a strategic deal-closer who understands government procurement, compliance requirements, and healthcare operations.

What You'll Do

Prospecting & Territory Development

• Proactively identify and qualify prospective clients across state government healthcare—state health departments, university-affiliated hospitals, public health laboratories, and regional healthcare systems—using research, targeted outreach, industry events, and referrals.
• Build and manage a robust pipeline of government accounts; maintain accurate forecasts, opportunity tracking, and stakeholder mapping in CRM.
• Develop and execute strategic territory plans that prioritize high-value accounts and drive sustainable new business growth aligned to state infrastructure and population health initiatives.
• Own the prospecting process end-to-end: research, multi-stakeholder outreach, qualification, relationship building, and relentless follow-up with government decision-makers.

Government Procurement & Consultative Selling

• Navigate complex government buying cycles, procurement processes, and stakeholder structures (clinical leadership, compliance, IT, procurement, finance) to uncover operational challenges and compliance needs.
• Conduct discovery conversations with hospital administrators, chief procurement officers, biomedical operations leaders, laboratory directors, and state health officials to understand their mission-critical equipment challenges.
• Position PartsSource solutions as strategic, value-driven offerings tailored to government priorities—cost reduction, compliance, asset management, clinical availability—not commodities.
• Understand the healthcare regulatory environment (CMS, state health regulations, Joint Commission, FDA) and articulate how PartsSource solutions address government-specific compliance and operational requirements.

Deal Management & Strategic Negotiation

• Lead pricing discussions, proposal development, and contract negotiations with confidence and commercial acumen aligned to government procurement standards.
• Address objections and government-specific concerns (budget constraints, procurement timelines, regulatory requirements) directly and move deals forward with persistence.
• Close contracts, get signed agreements across the finish line, and manage multiple opportunities in parallel while balancing pipeline velocity with deal quality.
• Partner with internal teams (legal, operations, executive leadership) to navigate government contract requirements, terms, and pricing strategies.

Cross-Functional Collaboration & Account Transition

• Partner with service operations, account management, and support teams to ensure seamless government customer onboarding and implementation success.
• Communicate pipeline status, forecasts, market intelligence, and competitive landscape regularly to leadership and cross-functional stakeholders.
• Support customer success handoffs; ensure continuity from close to contract launch and ongoing account management.
• Build alliances with government-focused industry partners and associations to expand market presence and referral networks.

What You'll Bring

Government & Healthcare Sales Expertise

• 5-7+ years of quota-carrying sales experience in business development or enterprise account management, with demonstrated success selling into government, healthcare, or regulated environments.
• Proven track record of closing new business opportunities in the $500K–$3M+ range with multi-stakeholder, complex buying cycles.
• Deep understanding of government healthcare procurement (GSA schedules, state contracts, public purchasing laws, budget cycles) and government buyer psychology.
• Knowledge of healthcare operations, clinical equipment, biomedical maintenance, laboratory services, or hospital infrastructure (valuable; nice-to-have).

Sales Credibility & Performance Track Record

• Consistent history of prospecting new business, developing accounts from zero, and driving quota attainment in competitive markets.
• Comfort with rejection; persistent, competitive drive to hunt, close, and own results.
• Ability to build relationships with senior executives, procurement teams, and government stakeholders at multiple organizational levels.

Core Sales Capabilities

• Consultative selling ability; you can discover customer needs and position solutions with credibility and business acumen.
• Strong negotiation and closing skills; you know when to push, when to listen, and how to move government deals forward.
• Excellent communication and presentation skills—verbal, written, and one-on-one—with the ability to communicate with C-suite and government officials.
• Organizational discipline with CRM; you maintain accurate forecasts, activity tracking, and stakeholder mapping.
• Self-starter mentality; you thrive in autonomous roles with field-based territory independence and don't require hand-holding.

Who We Want to Meet

• Serve with Purpose — You are purpose-driven and committed to understanding the challenges our customers face. You prioritize Customer Centric thinking by genuinely understanding how your solutions improve patient outcomes, reduce clinician stress, and help government healthcare systems operate more effectively. You build relationships grounded in understanding their mission, not just hitting your quota.
• Collaborate to Win — You communicate effectively across your team and with government stakeholders to achieve shared goals. You use Influence & Communication to align stakeholders around solutions, build consensus across clinical and procurement teams, and create buy-in for strategic partnerships. You build trust-based relationships that unlock opportunities and drive long-term accounts.
• Challenge the Status Quo — You are a creative problem solver focused on making timely decisions with available data. You apply Curiosity & Problem Solving to dig deep into government and healthcare challenges, ask insightful questions, and develop solutions that address root causes rather than surface symptoms. You're not afraid to question assumptions and explore unconventional approaches to break into new accounts.
• Adapt to Thrive — You embrace change and learn quickly from new experiences and setbacks. You apply Learning Agility to understand each customer's unique healthcare mission, adapt your approach based on feedback, and pivot when market conditions or government priorities shift. You stay composed and positive when facing uncertain or changing procurement timelines and priorities.
• Act Like an Owner — You take initiative and see commitments through to completion. You demonstrate Accountability & Execution by owning your pipeline, following up consistently without reminders, and delivering on promises to customers and internal partners. You hold yourself to high standards and take responsibility for results without excuses.

Benefits & Perks

PartsSource invests in our team's success and well-being. We offer:

Competitive Compensation & Earning Potential

• On-Target Earnings (OTE): $130K – $160K+ (Base + Uncapped Commission)
• Uncapped commission structure with no ceiling on earnings; accelerators available for premium pricing and multi-year government contracts
• Performance-based bonuses and quarterly incentive programs
• Equity participation as a private equity-backed organization with clear upside potential

Career Development & Growth

• Direct mentorship from leadership; access to sales training, certification programs, and industry development
• Clear path to leadership roles for high performers; opportunity to build and manage a government sales team
• Ongoing skill development in negotiation, complex deal management, and government procurement strategy