Sales Development Executive – Life Sciences & Laboratory

Sales Development Executive – Life Sciences & Laboratory

Remote | ~50% Travel

Location: MA, NJ, PA, NC

About PartsSource

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 is expanding its footprint in the life sciences and laboratory equipment management market, and we're building a net-new business development function to capture this opportunity. As our Sales Development Executive for Life Sciences, you'll own a territory from the ground up, targeting laboratory, research, and healthcare organizations that are struggling with equipment downtime, compliance complexity, and fragmented service providers. You'll be responsible for identifying gaps in customer operations, positioning PartsSource as a strategic cost-saving alternative to incumbent vendors, and closing multi-year service and equipment management agreements. Success means building a strong qualified pipeline within 90 days, generating new logos consistently within 6–9 months, and closing both transactional and strategic deals that drive measurable revenue in year one.

What You'll Do

New Business Development & Territory Building

• Prospect and develop new accounts across laboratory, diagnostics, imaging, research, and healthcare environments
• Build and execute a territory strategy from the ground up, identifying high-value targets and developing a prioritized prospect list
• Generate pipeline through outbound calling, email campaigns, networking, and industry events
• Maintain consistent pipeline discipline: minimum qualified opportunities required, regular cadence of discovery calls, and clear advancement criteria for each opportunity
• Own full sales cycle ownership: discovery → needs analysis → solution design → presentation → negotiation → close

 Consultative Selling & Solution Positioning

• Engage stakeholders across lab leadership, procurement, operations, IT, and executive teams to understand pain points and operational priorities
• Identify service, compliance, and performance gaps that PartsSource solutions address (equipment downtime, service fragmentation, lack of visibility into asset utilization)
• Position PartsSource as a strategic partner that improves equipment uptime, reduces operational complexity, and delivers measurable cost savings
• Build multi-year agreements and service contracts that expand PartsSource's footprint with each customer
• Demonstrate understanding of customer economics and how service improvements drive ROI for their business

 Account Expansion & Revenue Growth

• Land new customers and expand relationships beyond the initial contact into broader organizational adoption
• Identify upsell and cross-sell opportunities across the PartsSource platform (parts, services, analytics, training)
• Build relationships with procurement teams and key stakeholders to create stickiness and identify expansion pathways
• Achieve monthly and quarterly revenue targets while maintaining disciplined sales practices

What You'll Bring

Required Qualifications

• 3+ years of successful business development, inside sales, or account management experience in a quota-carrying role
• Proven track record of net-new customer prospecting, pipeline building, and closing business in a competitive market
• Experience selling into laboratory, healthcare, medical device, or technical/regulated environments (or equivalent complex B2B sales)
• Demonstrated ability to work independently, own a territory, and manage your own pipeline without constant supervision
• Comfort with rejection, persistence, and adaptability; ability to maintain motivation in a hunter role with high activity requirements
• Experience selling services, solutions, or complex offerings (not transactional product sales); ability to engage technical and executive buyers
• Strong communication skills; ability to present ideas clearly to diverse stakeholder groups and influence decision-makers

 Preferred Qualifications

• Background in regulated laboratory, diagnostics, or healthcare equipment service environments
• Exposure to equipment lifecycle management, compliance requirements, or operational solutions
• Experience managing longer, consultative sales cycles (6–12 month deals) with multi-stakeholder approval
• Track record of exceeding quota or sales targets in a previous role
• Familiarity with sales methodologies or structured sales approaches (Sandler, MEDDIC, Consultative Selling)

Who We Want to Meet

• 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.
• Adapt to Thrive: You embrace change and learn quickly from new experiences and setbacks. You apply Learning Agility to understand each customer's unique business, adapt your approach based on feedback, and pivot when market conditions or customer priorities shift. You stay composed and positive when facing uncertain or changing priorities.
• Collaborate to Win: You communicate effectively across your team and with customers to achieve shared goals. You use Influence & Communication to align stakeholders around solutions, build consensus across procurement and operations 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 customer 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.
• 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 healthcare organizations operate more effectively. You build relationships grounded in understanding their needs, not just hitting your quota.

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

Competitive Compensation & Earning Potential

• Base Salary: $90K – $120K (flexible based on experience and market conditions)
• On-Target Earnings (OTE): $150K – $200K+ (Base + Commission)
• Uncapped Commission Structure with no ceiling on earnings; accelerators available for premium pricing and multi-year agreements
• Performance-based bonuses and quarterly incentive programs
• Equity participation as a private equity-backed organization with clear upside potential