Business Development Executive, Government Sales (State)

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 (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). Sa