Account Executive , Government Sales ( East Coast)

Account Executive, Government Sales (East Coast)

Charlotte, North Carolina, United States

PartsSource is the leading technology and software platform for managing mission-critical healthcare equipment. Trusted by over 5,000 US hospitals and 15,000 clinical sites, PartsSource empowers providers and service organizations to maximize clinical availability for patient care and automates the procurement of parts, services and training through a unique digital experience.

PartsSource team members are deeply committed to our mission of Ensuring Healthcare is Always On, which is foundational to our success and growth. Our vibrant culture is built upon aligned values, shared ownership, mutual respect, and a passion for collaborating to solve complex customer problems.

About the Job Opportunity

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 lifecyclefrom strategic planning through complex renewals and expansiondriving 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 closurenavigating 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.

What You Will Bring

Your Background

• 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

The strongest candidates will demonstrate the following competencies and behaviors aligned to our Growth Attributes:

• 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.

PartsSource invests in our team's success and well-being. We offer:

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

Benefits & Perks

• 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.

About PartsSource

Since 2001, PartsSource has evolved into the leading technology and software platform for managing mission-critical equipment, serving over half of the U.S. hospital infrastructure. Our digital systems modernize and automate the procurement of parts, services, technical support, and training for HTM professionals to efficiently and effectively maintain their mission-critical equipment. PartsSource employs over 700 employees nationwide that committed to supporting healthcare providers and ensuring healthcare always on.

In 2021, Bain Capital invested in the business, further accelerating our growth and positive impact within the healthcare industry.

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. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement,