VP, Sales – Government

Role Overview

• 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.
• 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.
• 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.

Requirements

• 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.

Benefits

• 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.