Business Development Executive, Government Sales (Federal)

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 in the federal government healthcare market, managing the full sales cycle from prospecting to closing high-value contracts.

Responsibilities:

• 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

Requirements:

• 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
• 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
• Understanding of healthcare operations, clinical equipment, biomedical maintenance, hospital infrastructure, or federal security/compliance requirements (valuable; nice-to-have)