Inside Sales Specialist, Government (State)

Location: Charlotte, NC | Hybrid Role

PartsSource is the leading technology and software platform for managing mission-critical healthcare equipment. Trusted by over 5,000 U.S. 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 is seeking a dynamic Inside Sales Specialist focused on government healthcare procurement. In this role, you'll develop and nurture relationships with state health agencies, Veterans Affairs facilities, military hospitals, and Indian Health Services (IHS) organizations. You'll manage the full virtual sales cycle—from discovery through contract closure—while navigating government procurement regulations and building a strong pipeline of government healthcare customers. Success means driving new business, mastering government buying processes, and advancing our mission to ensure healthcare equipment is always available.

Government Account Prospecting & Development

• Identify and qualify government healthcare prospects across federal, state, local, VA, military, and tribal health systems within assigned regions
• Execute outbound prospecting via email, phone, and virtual meetings aligned to monthly activity and pipeline targets
• Build and maintain a strong qualified pipeline with consistent follow-up discipline and deal advancement
• Navigate government procurement timelines, GSA schedules, FedBizOpps postings, and contract vehicles to identify opportunities

Government-Focused Solution Selling & Engagement

• Conduct discovery conversations to uncover government agency pain points, operational challenges, compliance requirements, and budget priorities
• Present PartsSource's government healthcare solutions to procurement officers, clinical engineers, supply chain leaders, and executive stakeholders
• Articulate value propositions aligned to government priorities: cost optimization, equipment availability, clinical uptime, and regulatory compliance
• Educate government buyers on PartsSource's federal compliance, security certifications, and sector-specific expertise

Government Procurement & Contract Management

• Develop deep knowledge of government contracting models: GSA Schedule, VA supply chain, OASIS, IDIQ, BPA, and state procurement frameworks
• Support government agencies through their procurement processes, including RFQ/RFP responses, government contract reviews, and compliance requirements
• Track government procurement postings and opportunities; align PartsSource solutions to government buying cycles
• Collaborate with contracts and legal teams to ensure all government agreements comply with federal regulations and procurement requirements

Virtual Sales Execution & Pipeline Management

• Maintain accurate pipeline, activity tracking, forecasting, and customer interaction logs in Salesforce
• Progress opportunities through the funnel with structured follow-up, consistent deal advancement, and clear closing strategies
• Meet monthly activity commitments and quarterly pipeline targets while maintaining high data quality
• Demonstrate autonomy, accountability, and reliable execution in managing government relationships and territory outcomes

Required Qualifications

• 3+ years of inside sales, B2B sales, or government sales experience
• Demonstrated ability to prospect, qualify, and close new business through virtual/phone-based selling
• Experience managing full sales cycles with longer, complex buying processes (6–12 months)
• Proficiency with Salesforce or equivalent CRM; comfort with data-driven sales management
• Excellent communication, listening, and presentation skills; ability to engage multiple stakeholder levels
• Bachelor's degree preferred or equivalent professional sales experience
• Must be authorized to work in the U.S. and able to work remotely

Preferred Qualifications

• Direct experience selling to federal, state, local, or military government agencies
• Familiarity with GSA Schedule, FedBizOpps, VA supply chain, or other government contracting vehicles
• Knowledge of healthcare equipment procurement, clinical engineering, or hospital operations
• Understanding of government compliance, security requirements, or regulatory considerations in healthcare
• Experience in government sales for technology, software, or service-based solutions

• Act Like an Owner: You demonstrate Results Driven and Accountability & Execution by owning your government pipeline, delivering measurable new logos, and reliably following through on commitments. You set ambitious targets and hold yourself accountable for outcomes without excuses.
• Serve with Purpose: You apply Customer Centric thinking and Active Listening to genuinely understand government agency pain points and deliver solutions that improve healthcare equipment availability. You prioritize customer outcomes and build trusted relationships grounded in delivering real operational value.
• Adapt to Thrive: You show Managing Ambiguity and Resilience while navigating complex government procurement processes and longer sales cycles. You remain positive and effective through setbacks, learning quickly from experience and adjusting your approach as government priorities shift.
• Collaborate to Win: You leverage Influence & Communication and Team Orientation to align with internal PartsSource teams and external government stakeholders. You communicate clearly with procurement officers, clinical engineers, and executive audiences, adjusting your message for each decision-maker.
• Challenge the Status Quo: You use Data-Informed Decision Making and Curiosity & Problem Solving to improve government market penetration. You question assumptions, analyze government buying trends and procurement patterns, and apply structured thinking to identify new opportunities and overcome sales obstacles.

PartsSource invests in your success and long-term growth. We offer:

Competitive Compensation & Growth

• Base Salary: $60K – $80K (based on experience and market conditions)
• On-Target Earnings (OTE): $100K – $120K+ (Base + Uncapped Commission)
• Commission structure tied to new business generation and contract value
• Equity participation as a private equity-backed organization