Business Development Executive, Government Sales (Federal)

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, Government Sales (Federal) 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 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. What You'll Do Prospecting & Federal Territory Development 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. Federal Procurement & Consultative Selling 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. Federal Contract Negotiation & Deal Management 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. Cross-Functional Collaboration & Federal Account Transition 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