Business Development Executive, Government Sales (Federal)

Location: Remote | 50% Travel

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.

PartsSource is seeking a Business Development Executive to own new customer acquisition and revenue growth across the federal government healthcare market. You will identify, prospect, and close high-value contracts with federal agencies including the Department of Veterans Affairs, Department of Defense Health Services, Indian Health Service, federal research institutions, and other federal healthcare entities. This is a quota-carrying role where you own the full sales cycle: prospecting, needs discovery, federal procurement navigation, stakeholder alignment, and closing. You'll report directly to leadership, manage your dedicated federal territory, and build a reputation as a strategic deal-closer who understands complex federal procurement, compliance requirements, and federal healthcare operations.

• Proactively identify and qualify prospective federal healthcare customers—VA medical centers, DoD health services, Indian Health Service facilities, federal research labs, and federal health agencies—using federal GSA schedules, government acquisition databases (SAM.gov, FedBizOpps), targeted outreach, and federal industry events.
• Build and maintain a robust pipeline of federal accounts; track opportunities through federal procurement cycles, maintain accurate forecasts, and map complex multi-stakeholder federal decision-making structures in CRM.
• Develop and execute strategic federal territory plans aligned to agency missions, budget cycles, and congressional priorities; prioritize high-value federal contracts and drive sustainable new business growth.
• Own the federal prospecting process end-to-end: research federal agencies, pursue federal contract vehicles, conduct multi-stakeholder outreach to contracting officers and end users, qualify opportunities, and maintain relentless follow-up through lengthy federal procurement cycles.

• Navigate complex federal procurement processes, Federal Acquisition Regulation (FAR) requirements, contracting vehicles (GSA Schedules, BPA, IDIQ), and federal agency stakeholder structures (contracting officers, technical evaluators, end users, agency leadership).
• Conduct discovery conversations with federal procurement officials, VA medical center directors, DoD health service leaders, IHS administrators, and clinical stakeholders to understand mission-critical equipment challenges, federal compliance obligations, and long-term agency objectives.
• Position PartsSource solutions as strategic, mission-aligned offerings tailored to federal priorities—cost reduction, clinical readiness, asset management, federal compliance, and improved patient outcomes—not commodities.
• Understand the federal healthcare regulatory environment (VA directives, DoD health regulations, CMS, Joint Commission, FDA) and demonstrate how PartsSource solutions address federal-specific compliance, security, and operational requirements.

• Lead federal contract negotiations, pricing discussions, and proposal development aligned to federal procurement standards, FAR clauses, and federal security/compliance requirements.
• Navigate and address federal-specific objections and concerns (federal budget constraints, multi-year appropriations cycles, procurement timelines, federal security requirements, agency policy constraints) with persistence and commercial acumen.
• Close federal contracts, achieve contract signatures across the finish line, and manage multiple federal opportunities in parallel while balancing pipeline velocity with deal quality and federal procurement complexity.
• Partner with internal teams (legal, compliance, operations, executive leadership) to navigate federal contract requirements, terms, FAR compliance, pricing strategies, and federal security protocols.

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

• 5-7+ years of quota-carrying sales experience in business development or enterprise account management, with demonstrated success selling into federal government, healthcare, or regulated environments.
• Proven track record of closing new federal contracts in the $500K–$5M+ range with complex federal procurement cycles and multi-stakeholder federal buying committees.
• Deep understanding of federal government procurement (FAR, GSA Schedules, federal contract vehicles, CPARS, federal budgeting and appropriations cycles) and federal buyer psychology.
• Knowledge of federal healthcare agencies (VA, DoD Health Services, Indian Health Service, federal research institutions), their missions, regulatory environment, and procurement processes.
• Understanding of healthcare operations, clinical equipment, biomedical maintenance, hospital infrastructure, or federal security/compliance requirements (valuable; nice-to-have).

• Consistent history of prospecting new business, developing federal accounts from zero, and driving quota attainment in competitive federal markets.
• Comfort with rejection and extended federal procurement cycles; persistent, competitive drive to hunt, close federal deals, and own results.
• Ability to build relationships with federal contracting officers, agency leadership, clinical end users, and executive stakeholders at multiple federal organizational levels.

• Consultative selling ability; you can discover federal customer needs and position solutions with credibility, business acumen, and understanding of federal priorities.
• Strong negotiation and closing skills; you know when to push, when to listen, and how to move complex federal deals forward through lengthy procurement cycles.
• Excellent communication and presentation skills—verbal, written, and one-on-one—with the ability to communicate effectively with federal officials, procurement teams, and agency leadership.
• Organizational discipline with CRM; you maintain accurate federal opportunity tracking, forecasts, stakeholder mapping, and federal compliance documentation.
• Self-starter mentality; you thrive in autonomous roles with territory independence and don't require hand-holding through federal sales cycles.

• Serve with Purpose — You are purpose-driven and committed to understanding the challenges our federal customers face. You prioritize Customer Centric thinking by genuinely understanding how your solutions improve patient care in federal healthcare systems, enhance clinical readiness, and help federal agencies serve their missions more effectively. You build relationships grounded in understanding federal priorities and patient impact, not just hitting your quota.
• Collaborate to Win — You communicate effectively across federal stakeholders to achieve shared goals. You use Influence & Communication to align contracting officers, clinical end users, procurement teams, and agency leadership around solutions, build consensus across complex federal organizations, and create buy-in for strategic partnerships. You build trust-based relationships that unlock federal 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 federal healthcare challenges, ask insightful questions of federal stakeholders, and develop solutions that address federal agency priorities and mission requirements. You're not afraid to question assumptions and explore unconventional approaches to break into new federal accounts.
• Adapt to Thrive — You embrace change and learn quickly from new experiences and setbacks. You apply Learning Agility to understand each federal customer's unique mission and operations, adapt your approach based on feedback and federal policy changes, and navigate uncertainty throughout lengthy federal procurement cycles. You stay composed and positive when facing shifting federal priorities and extended decision-making timelines.
• Act Like an Owner — You take initiative and see commitments through to completion. You demonstrate Accountability & Execution by owning your federal pipeline, following up consistently without reminders through multi-year federal procurement cycles, and delivering on promises to federal customers and internal partners. You hold yourself to high standards and take responsibility for results without excuses.

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

• 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 federal contracts
• Performance-based bonuses and quarterly incentive programs
• Equity participation as a private equity-backed organization with clear upside potential

• Direct mentorship from leadership; access to federal sales training, certification programs (GSA Schedule expertise, FAR knowledge), and industry development
• Clear path to leadership roles for high performers; opportunity to build and manage a federal government sales team
• Ongoing skill development in federal procurement, complex contract negotiation, and federal healthcare sales strategy