Account Executive, Government Sales - East Coast

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the complete account strategy for designated federal or state government healthcare accounts, which encompasses account planning, opportunity identification, and revenue objectives.

• Create and implement account plans that pinpoint expansion prospects across facilities, service lines, and product offerings within governmental frameworks.

• Develop a thorough understanding of customer organizational structures, decision-making processes, procurement cycles, regulatory requirements, and mission-critical needs.

• Cultivate trusted relationships as a strategic advisor with stakeholders in HTM, supply chain, facilities, contracting, and compliance.

• Manage the entire sales cycle from qualification and proposal creation through negotiation, pricing, and contract finalization.

• Oversee renewals and service contract expansions while ensuring a balance between customer value and company profitability within the constraints of government budgets.

• Collaborate with Sales Engineering, Solutions, Contracts, and Legal teams.

• Keep precise pipeline, forecast, and CRM data, providing visibility into account health and near-term revenue.

• Navigate the procurement processes of federal and state levels, including GSA schedules, BPAs, state contracts, and RFI/RFQ/RFP cycles.

• Educate clients on procurement requirements, health IT modernization efforts, and public health emergency needs.

• Lead or co-lead responses for significant federal and state opportunities in conjunction with Contracts and Legal teams.

• Act as the primary relationship owner and escalation point for assigned government accounts.

• Conduct executive-level account reviews, communicating results, opportunities, and risks.

• Analyze customer feedback to guide product and service enhancements and share market insights.

⛳️ Requirements

• A minimum of 10 years of enterprise account management or direct sales experience in federal government, state government, healthcare IT, or complex B2B settings.

• Proven success in managing high-value accounts ($500K–$5M+ annual contract value) throughout complete sales cycles and renewals.

• In-depth knowledge of both federal and state healthcare procurement processes.

• A demonstrated ability to establish and maintain relationships with C-suite and mid-level stakeholders in both federal and state organizations.

• Strong business acumen: capable of analyzing competitive positioning, developing pricing strategies, navigating government budget constraints, and accurately forecasting revenue.

• Experience in the medical equipment, biomedical services, or HTM industry is preferred but not mandatory.

• Familiarity with federal and/or state government procurement processes is preferred but not essential.

• A Bachelor's degree in business, Healthcare Administration, Public Policy, or a related field is preferred but not required.

• Experience with PartsSource, Remi, or similar service organizations is preferred but not required.

• Willingness to travel 40-50% is required.

• Legal authorization to work in the U.S. is mandatory.

🏝️ Benefits

• An uncapped commission structure with no limits on earnings; accelerators available for premium pricing and multi-year federal contracts.

• Performance-based bonuses and quarterly incentive programs.

• Equity participation as part of a private equity-backed organization with significant upside potential.

• Direct mentorship from leadership.

• Access to training in federal sales, certification programs (GSA Schedule expertise, FAR knowledge), and industry development.

• A clear path to leadership roles for high achievers.

• Continuous skill development in federal procurement, complex contract negotiation, and federal healthcare sales strategies.

• A competitive compensation package that includes salary, incentives, company ownership/equity, and comprehensive benefits (401k match, health insurance, college debt reduction, and more!).

• Opportunities for career and professional development through training, coaching, and new experiences.

• A hybrid work culture with new and appealing workspaces that promote flexibility, collaboration, and productivity.

• An inclusive and diverse community of passionate professionals committed to learning and growing together.