[Hiring] Account Executive, Government Sales @PartsSource

Role Description

PartsSource seeks an experienced Account Executive to own and grow strategic federal and state government accounts. You will build and manage a portfolio including federal organizations (Department of Veterans Affairs, Defense Health Agency, Indian Health Service, FDA, CDC) and state healthcare systems (state departments, multi-state health systems). You will manage the complete account lifecycle—from strategic planning through complex renewals and expansion—driving sustainable revenue growth while building trusted relationships with mission-critical government customers. This Grade 8 role offers significant P&L ownership and the opportunity to establish PartsSource as the trusted partner for federal and state government equipment lifecycle management.

What You Will Do

• Strategic Account Management & Business Growth
  • Own end-to-end account strategy assigned federal or state government healthcare accounts, including account planning, opportunity identification, and revenue targets.
  • Develop and execute account plans that identify expansion opportunities across facilities, service lines, and product offerings within government systems.
  • Build a deep understanding of customer organizational structure, decision-making processes, procurement cycles, regulatory requirements, and mission-critical needs in both federal and state environments.
  • Establish yourself as a trusted strategic advisor; partner with HTM, supply chain, facilities, contracting, and compliance stakeholders to uncover and qualify opportunities.
• Sales Execution & Revenue Realization
  • Drive the full sales cycle from qualification and proposal development through negotiation, pricing, and contract closure—navigating both federal and state procurement frameworks.
  • Manage renewals and service contract expansions; demonstrate business acumen in structuring deals that balance customer value and company profitability within government budgetary constraints.
  • Collaborate cross-functionally (Sales Engineering, Solutions, Contracts, Legal) to align solutions with government customer budgets and procurement requirements.
  • Maintain accurate and timely pipeline, forecast, and CRM data; provide visibility into account health and near-term revenue.
• Government Procurement & Compliance
  • Navigate complex federal and state procurement processes (GSA schedules, BPAs, state contracts, RFI/RFQ/RFP cycles) with confidence and compliance.
  • Understand and educate customers on federal and state procurement requirements, state health IT modernization initiatives, and public health emergency needs.
  • Lead or co-lead response efforts for major federal and state opportunities; work alongside Contracts and Legal teams to ensure proposal quality and regulatory adherence.
• Relationship & Stakeholder Management
  • Serve as the primary relationship owner and point of escalation for assigned government accounts; demonstrate professional excellence and responsiveness across federal and state environments.
  • Conduct executive-level account reviews; communicate results, opportunities, and risks clearly to government customers and internal leadership.
  • Gather and synthesize customer feedback to inform product development and service improvements; share market intelligence to strengthen PartsSource positioning in government healthcare.

Qualifications

• 10+ years of enterprise account management or direct sales experience in federal government, state government, healthcare IT, or complex B2B environments.
• Demonstrated success managing high-value accounts ($500K–$5M+ annual contract value) through full sales cycles and renewals.
• Deep understanding of both federal procurement and state healthcare procurement.
• Proven ability to build and maintain relationships with C-suite and mid-level stakeholders in federal and state organizations.
• Strong business acumen: ability to analyze competitive positioning, develop pricing strategies, navigate government budgetary constraints, and forecast revenue accurately.

Preferred (Not Required)

• Experience in medical equipment, biomedical services, or HTM industry.
• Experience working with federal and/or state government procurement processes.
• Bachelor's degree in business, Healthcare Administration, Public Policy, or related field.
• Experience working with PartsSource, Remi, or related service organizations.

Who We Want to Meet

• Act Like an Owner: Demonstrates Accountability & Execution by owning account commitments, managing complex renewals, and delivering reliable results with minimal oversight.
• Serve with Purpose: Brings Customer Centric focus to understanding government missions and delivering solutions that drive operational efficiency.
• Adapt to Thrive: Applies Learning Agility to master federal and state procurement processes, contract structures, and evolving policy requirements.
• Collaborate to Win: Uses Influence & Communication to align cross-functional teams, navigate complex government stakeholder environments, and build consensus across silos.
• Challenge the Status Quo: Applies Curiosity & Problem Solving to identify market opportunities, challenge customer assumptions, and develop innovative account strategies in government accounts.

Benefits

• Competitive Compensation & Earning Potential
• On-Target Earnings (OTE): $200K+ ($130K -$150K Base + Uncapped Commission)
• Uncapped commission structure with no ceiling on earnings; accelerators available for premium pricing and multi-year federal contracts
• Performance-based bonuses and quarterly incentive programs
• Equity participation as a private equity-backed organization with clear upside potential
• Career Development & Growth
• Direct mentorship from leadership; access to federal sales training, certification programs (GSA Schedule expertise, FAR knowledge), and industry development
• Clear path to leadership roles for high performers; opportunity to build and manage a federal government sales team
• Ongoing skill development in federal procurement, complex contract negotiation, and federal healthcare sales strategy
• Competitive compensation package with salary, incentives, company ownership/equity, and comprehensive benefits (401k match, health, college debt reduction, and more!)
• Career and professional development through training, coaching and new experiences.
• Hybrid culture with new & beautiful workspaces that balance flexibility, collaboration, and productivity.
• Inclusive and diverse community of passionate professionals learning and growing together.

Interested?

We’d love to hear from you! Submit your resume and an optional cover letter explaining why you’d be a great fit.