Business Development Executive, Government Sales (State)

About the role

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.

What You'll Do

• Prospecting & Territory Development
• 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.
• 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.

Who We Want To Meet

• Serve with Purpose — You are purpose-driven and committed to understanding the challenges our customers face. You prioritize Customer Centric thinking by genuinely understanding how your solutions improve patient outcomes, reduce clinician stress, and help government healthcare systems operate more effectively. You build relationships grounded in understanding their mission, not just hitting your quota.
• Collaborate to Win — You communicate effectively across your team and with government stakeholders to achieve shared goals. You use Influence & Communication to align stakeholders around solutions, build consensus across clinical and procurement teams, and create buy-in for strategic partnerships. You build trust-based relationships that unlock opportunities and drive long-term accounts.
• Challenge the Status Quo — You are a creative problem solver focused on making timely decisions with available data. You apply Curiosity & Problem Solving to dig deep into government and healthcare challenges, ask insightful questions, and develop solutions that address root causes rather than surface symptoms. You're not afraid to question assumptions and explore unconventional approaches to break into new accounts.
• Adapt to Thrive — You embrace change and learn quickly from new experiences and setbacks. You apply Learning Agility to understand each customer's unique healthcare mission, adapt your approach based on feedback, and pivot when market conditions or government priorities shift. You stay composed and positive when facing uncertain or changing procurement timelines and priorities.
• Act Like an Owner — You take initiative and see commitments through to completion. You demonstrate Accountability & Execution by owning your pipeline, following up consistently without reminders, and delivering on promises to customers and internal partners. You hold yourself to high standards and take responsibility for results without excuses.

Benefits & Perks

• Competitive Compensation & Earning Potential
• On-Target Earnings (OTE): $130K – $160K+ (Base + Uncapped Commission)
• Uncapped commission structure with no ceiling on earnings; accelerators available for premium pricing and multi-year government contracts
• Performance-based bonuses and quarterly incentive programs
• Equity participation as a private equity-backed organization with clear upside potential
• Career development & growth 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