Account Executive, Government Sales (West Coast)

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.

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.

• 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.

• 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.

• 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.

• 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.

• 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.

• 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.

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:

• 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

• 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