Business Development Executive – Commercial Labs

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. Business Development Executive – Commercial Laboratory Remote | 25-50% Travel Location: East Coast (MA, ME, NY, NJ, VA, WV, OH, PA, NC, SC, GA, FL, TN)  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—a true hunter—to own new customer acquisition and revenue growth in the life sciences and laboratory services market. You will identify, prospect, and close high-value opportunities with hospitals, laboratory networks, research institutions, and healthcare systems. This is a quota-carrying role where you own the full sales cycle: prospecting, needs discovery, negotiation, and closing. You'll report directly to leadership, have complete autonomy over your territory, and build a reputation as a relentless deal-closer who understands the nuances of healthcare procurement and laboratory operations. This is not a support role. You'll spend your time identifying prospects, building relationships with decision-makers, negotiating contracts, and shipping deals. You'll be measured on revenue and compensated based on what you produce. What You'll Do Prospecting & Pipeline Development Proactively identify and qualify prospective clients across life science, laboratory, and healthcare market segments—using research, cold outreach, industry events, and referrals to generate a steady flow of opportunities. Build and manage a robust sales pipeline; maintain accurate forecasts and opportunity tracking in CRM. Develop strategic territory and account plans that prioritize high-value targets and drive new business growth. Own the prospecting process end-to-end: research, outreach, qualification, and follow-up with relentless persistence. Consultative Selling & Needs Discovery Conduct discovery conversations with laboratory leadership, procurement teams, operations leaders, and clinical stakeholders to uncover operational, compliance, and service challenges. Position PartsSource solutions as strategic, value-driven offerings aligned to customer needs—not commodities. Understand the healthcare procurement landscape, regulatory environment, and buyer motivations in laboratory services. Ask questions, listen, and translate customer problems into PartsSource solutions. Deal Management & Closing Lead pricing discussions, proposals, and contract negotiations—with confidence and commercial acumen. Identify and overcome objections; address customer concerns directly and move deals forward. Close opportunities and get signed agreements across the finish line; don't let deals stall. Manage multiple opportunities in parallel; balance pipeline velocity with deal quality. Cross-Functional Collaboration Partner with service operations, account management, and internal teams to ensure seamless customer onboarding and success. Communicate pipeline status, forecasts, and market intelligence regularly to leadership. Support customer success handoffs; ensure continuity from close to implementation. What You'll Bring Sales Credibility & Track Record 5-7+ years of quota-carrying sales experience in business development, enterprise account management, or technical sales. Proven track record of closing new business opportunities in the $200K–$5M+ range. Demonstrated success prospecting new business, developing accounts from zero, and driving consistent quota attainment. Comfort with rejection; persistent, competitive drive to hunt and close deals. Healthcare & Life Sciences Expertise Experience selling into healthcare, laboratory, life sciences, or regulated environments. Understanding of laboratory operations, procurement workflows, compliance requirements, and buyer psychology in healthcare. Knowledge of medical equipment, supplies, maintenance programs, or laboratory services (nice-to-have but valuable). Core Sales Skills Consultative selling ability; you can discover customer needs and position solutions with credibility. Strong negotiation and closing skills; you know when to push and when to listen. Excellent communication and presentation skills—verbal, written, and one-on-one. Organizational discipline with CRM; you maintain accurate forecasts and activity tracking. Self-starter mentality; you thrive in autonomous roles and don't require hand-holding. Who We Want to Meet 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 ho