[Hiring] VP, Sales - Government @PartsSource

Role Description

We are seeking a seasoned and strategic Vice President, Government Sales to lead PartsSource's government healthcare sales function, both Federal and State. This role inherits a well-established team and a deep, active book of government accounts built over many years, and is charged with elevating and expanding that foundation into a scaled, strategically aligned federal sales organization that can grow with PartsSource's evolving platform. The VP, Government Sales will lead a team of government account managers, own the full federal and state revenue portfolio, and serve as PartsSource's most senior commercial voice to government customers, federal procurement partners, and contracting stakeholders. This is a high-autonomy, high-impact role with clear visibility and growth as the government business expands.

What You'll Do

• Commercial Leadership & Revenue Ownership
  • Own the federal and state healthcare revenue plan—including VA, DoD, IHS, and other government accounts—across new business development, account expansion, and contract renewal.
  • Set and achieve annual and multi-year revenue targets; manage team quota allocation, pipeline coverage requirements, and forecast accountability.
  • Personally engage as a senior commercial leader on strategic government accounts, contract vehicles, and complex federal and state procurement processes—including GSA Schedule negotiations, IDIQs, and BPAs.
  • Define and execute the government go-to-market strategy in alignment with PartsSource's enterprise commercial priorities and Bain Capital's growth objectives.
• Team Leadership & Development
  • Lead, develop, and grow a team of government account and program managers; establish performance standards, coaching cadences, and accountability structures that drive consistent execution.
  • Build succession depth and talent capability within the government sales function; attract top federal healthcare sales talent and create a team culture defined by ownership, rigor, and mission alignment.
  • Partner with Sales Enablement and Talent Development to develop holistic onboarding along with government-specific playbooks, training programs, and onboarding frameworks that accelerate rep productivity.
• Federal and State Market Strategy & Expansion
  • Identify and pursue whitespace and golden site opportunities across the federal healthcare landscape—new VA facilities, DoD MTFs, IHS sites, and emerging federal healthcare programs not currently in PartsSource's account base.
  • Develop and maintain a multi-year federal and state market expansion roadmap; analyze budget cycles, procurement patterns, and program priorities to align PartsSource's go-to-market approach with federal buying behavior.
  • Monitor federal healthcare policy, procurement regulation changes, and budget appropriations that affect PartsSource's government business; translate those insights into commercial strategy adjustments.
• Contracting & Compliance
  • Oversee compliance with all applicable federal contracting requirements—FAR/DFARS, GSA Schedule terms, SAM.gov registration, and relevant agency-specific procurement policies.
  • Partner with legal, finance, and operations to structure and negotiate complex federal contracts, pricing arrangements, and contract vehicles that protect PartsSource's commercial interests while meeting government procurement requirements.
  • Ensure the government sales team operates with full understanding of federal ethics and compliance requirements in government selling.
• Cross-Functional Alignment
  • Align closely with PartsSource's broader commercial leadership to ensure government accounts receive a unified, high-quality customer experience across product, operations, and service delivery.
  • Partner with Marketing on government-specific positioning, case studies, and federal channel outreach to strengthen PartsSource's brand presence in the government healthcare market.
  • Provide voice-of-customer insights from federal accounts to Product and Operations teams to shape platform development and service priorities.

Qualifications

• 15+ years of progressive sales leadership experience, with significant time leading government or federal healthcare sales teams.
• Deep knowledge of federal and/or state healthcare procurement—including VA, DoD/MTF, IHS, or equivalent federal agency accounts—and demonstrated success in closing and growing complex federal contracts.
• Proven track record managing and growing a government sales team to quota attainment in a high-complexity, long-cycle federal sales environment.
• Strong working knowledge of federal contracting vehicles including GSA Schedule 65 (medical supplies/equipment), IDIQs, BPAs, and agency-specific procurement programs.
• Experience navigating FAR/DFARS requirements, federal ethics rules, and government procurement compliance.
• Demonstrated ability to operate at the leadership level—setting up a multi-year strategy, managing managers, and influencing C-suite and federal executive stakeholders.

Preferred Qualifications

• Experience selling medical parts, medical equipment, healthcare supply chain solutions, or healthcare technology platforms to federal accounts.
• Familiarity with PartsSource's product and service portfolio or the broader healthcare parts and equipment management market.
• Existing relationships within VA Procurement and Logistics Office (P&LO), DHA (Defense Health Agency), or equivalent federal healthcare procurement networks.
• Bachelor's degree in Business, Healthcare Administration, or related field; MBA preferred.

Benefits

• 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.

EEO

PartsSource, Inc., and its affiliates and subsidiaries, provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.