VP, Sales - Government

VP, Government Sales

Remote (U.S.-Based) · Remote with Travel

We are seeking a seasoned and strategic Vice President, Government Sales to lead PartsSource's government healthcare sales function, both Federal and State. This role inherits a well-established team and a deep, active book of government accounts built over many years, and is charged with elevating and expanding that foundation into a scaled, strategically aligned federal sales organization that can grow with PartsSource's evolving platform. The VP, Government Sales will lead a team of government account managers, own the full federal and state revenue portfolio, and serve as PartsSource's most senior commercial voice to government customers, federal procurement partners, and contracting stakeholders. This is a high-autonomy, high-impact role with clear visibility and growth as the government business expands.

• Own the federal and state healthcare revenue plan—including VA, DoD, IHS, and other government accounts—across new business development, account expansion, and contract renewal.
• Set and achieve annual and multi-year revenue targets; manage team quota allocation, pipeline coverage requirements, and forecast accountability.
• Personally engage as a senior commercial leader on strategic government accounts, contract vehicles, and complex federal and state procurement processes—including GSA Schedule negotiations, IDIQs, and BPAs.
• Define and execute the government go-to-market strategy in alignment with PartsSource's enterprise commercial priorities and Bain Capital's growth objectives.

• Lead, develop, and grow a team of government account and program managers; establish performance standards, coaching cadences, and accountability structures that drive consistent execution.
• Build succession depth and talent capability within the government sales function; attract top federal healthcare sales talent and create a team culture defined by ownership, rigor, and mission alignment.
• Partner with Sales Enablement and Talent Development to develop holistic onboarding along with government-specific playbooks, training programs, and onboarding frameworks that accelerate rep productivity.

• Identify and pursue whitespace and golden site opportunities across the federal healthcare landscape—new VA facilities, DoD MTFs, IHS sites, and emerging federal healthcare programs not currently in PartsSource's account base. Continue to build on 30+ state contracts while finding new opportunity to expand within and outside of those states.
• Develop and maintain a multi-year federal and state market expansion roadmap; analyze budget cycles, procurement patterns, and program priorities to align PartsSource's go-to-market approach with federal buying behavior.
• Monitor federal healthcare policy, procurement regulation changes, and budget appropriations that affect PartsSource's government business; translate those insights into commercial strategy adjustments.

• Oversee compliance with all applicable federal contracting requirements—FAR/DFARS, GSA Schedule terms, SAM.gov registration, and relevant agency-specific procurement policies.
• Partner with legal, finance, and operations to structure and negotiate complex federal contracts, pricing arrangements, and contract vehicles that protect PartsSource's commercial interests while meeting government procurement requirements.
• Ensure the government sales team operates with full understanding of federal ethics and compliance requirements in government selling.

• Align closely with PartsSource's broader commercial leadership to ensure government accounts receive a unified, high-quality customer experience across product, operations, and service delivery.
• Partner with Marketing on government-specific positioning, case studies, and federal channel outreach to strengthen PartsSource's brand presence in the government healthcare market.
• Provide voice-of-customer insights from federal accounts to Product and Operations teams to shape platform development and service priorities.

• 15+ years of progressive sales leadership experience, with significant time leading government or federal healthcare sales teams.
• Deep knowledge of federal and/or state healthcare procurement—including VA, DoD/MTF, IHS, or equivalent federal agency accounts—and demonstrated success in closing and growing complex federal contracts.
• Proven track record managing and growing a government sales team to quota attainment in a high-complexity, long-cycle federal sales environment.
• Strong working knowledge of federal contracting vehicles including GSA Schedule 65 (medical supplies/equipment), IDIQs, BPAs, and agency-specific procurement programs.
• Experience navigating FAR/DFARS requirements, federal ethics rules, and government procurement compliance.
• Demonstrated ability to operate at the leadership level—setting up a multi-year strategy, managing managers, and influencing C-suite and federal executive stakeholders.

• Experience selling medical parts, medical equipment, healthcare supply chain solutions, or healthcare technology platforms to federal accounts.
• Familiarity with PartsSource's product and service portfolio or the broader healthcare parts and equipment management market.
• Existing relationships within VA Procurement and Logistics Office (P&LO), DHA (Defense Health Agency), or equivalent federal healthcare procurement networks.
• Bachelor's degree in Business, Healthcare Administration, or related field; MBA preferred.

Success in this role demands the following Growth Attributes and supporting competencies:

Act Like an Owner: Accountability & Execution, Results Driven, Business Impact. You treat the federal revenue portfolio like your own business. You hold your team accountable, protect the customer relationship, and drive results without waiting to be asked.

Serve with Purpose: Customer Centric, Executive Presence & Engagement. You recognize that the customers you serve—VA hospitals, military treatment facilities, Indian Health Service sites—care for veterans, active-duty personnel, and underserved communities. You bring that weight to every contract and relationship.

Adapt to Thrive: Managing Ambiguity, Change Readiness. Federal procurement moves slowly and then all at once. You navigate budget cycles, continuing resolutions, and shifting agency priorities without losing momentum.

Collaborate to Win: Influence & Communication, Alignment & Cohesion. You align sales, operations, legal, and product around government customer needs—and you communicate with authority and clarity across every level of the organization.

Challenge the Status Quo: Data-Informed Decision Making, Market Expansion Strategy. You don't just manage the accounts you inherited. You look at the federal healthcare landscape with strategic curiosity and find the next chapter of growth.

The following technical competencies are critical to excel in this role:

• Federal Healthcare Procurement Expertise: Deep, applied knowledge of VA procurement (P&LO, FSS/Schedule 65), DHA and MTF contracting, IHS procurement, and the federal acquisition regulations (FAR/DFARS) governing healthcare supply agreements.
• GSA Schedule & Federal Contract Vehicle Management: Proven ability to leverage, manage, and grow business through GSA Schedule contracts, BPAs, IDIQs, and agency-specific contract vehicles; experience with SAM.gov, eBuy, and federal procurement portals.
• CRM Optimization (Salesforce): Uses Salesforce to manage the federal pipeline, enforce team CRM discipline, track account activity, and produce accurate government revenue forecasts; leverages CRM as both a management and coaching tool.
• Revenue Forecasting & Government Budget Cycle Management: Understands federal fiscal year dynamics, continuing resolutions, and agency budget appropriation patterns; builds forecasts that account for the unique timing and variability of government procurement decisions.
• Sales Analytics & Performance Metrics: Uses pipeline data, win/loss analysis, and contract performance dashboards to drive strategy and accountability across the government sales team.
• Federal Compliance & Ethics in Government Selling: Advanced knowledge of the ethics rules, anti-kickback statutes, and procurement integrity requirements governing sales activity with federal agencies; ensures the team operates in full compliance at all times.
• Multi-Stakeholder Deal Navigation: Demonstrated ability to navigate the complex, multi-stakeholder federal contract approval process—including contracting officers, program officers, legal review, and agency procurement leadership—to advance and close major agreements.