Account Executive , Government Sales ( East Coast)

PartsSource•Charlotte, NC

7d•$130,000 - $150,000•Remote

About The Position

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.

Requirements

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.
Legal authorization to work in the U.S. is required.

Nice To Haves

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.

Responsibilities

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.

Benefits

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
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
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.