Business Development Executive, Government Sales (State)

PartsSource Inc. is the leading technology and software platform for managing mission-critical healthcare equipment. They are seeking a Business Development Executive to drive new customer acquisition and revenue growth across state-level government healthcare systems and public health agencies, managing the full sales cycle from prospecting to closing.

Responsibilities:

• 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
• 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
• 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
• 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

Requirements:

• 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
• 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
• 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
• Knowledge of healthcare operations, clinical equipment, biomedical maintenance, laboratory services, or hospital infrastructure (valuable; nice-to-have)