Business Development Executive – Commercial Labs

Business Development Executive – Commercial Laboratory

Remote | 25-50% Travel

Location: East Coast (MA, ME, NY, NJ, VA, WV, OH, PA, NC, SC, GA, FL, TN) 

About PartsSource

PartsSource is the leading technology and software platform for managing mission-critical healthcare equipment. Trusted by over 5,000 US 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.

About the Job Opportunity

PartsSource is seeking a Business Development Executive—a true hunter—to own new customer acquisition and revenue growth in the life sciences and laboratory services market. You will identify, prospect, and close high-value opportunities with hospitals, laboratory networks, research institutions, and healthcare systems. This is a quota-carrying role where you own the full sales cycle: prospecting, needs discovery, negotiation, and closing. You'll report directly to leadership, have complete autonomy over your territory, and build a reputation as a relentless deal-closer who understands the nuances of healthcare procurement and laboratory operations.
This is not a support role. You'll spend your time identifying prospects, building relationships with decision-makers, negotiating contracts, and shipping deals. You'll be measured on revenue and compensated based on what you produce.

What You'll Do

Prospecting & Pipeline Development

• Proactively identify and qualify prospective clients across life science, laboratory, and healthcare market segments—using research, cold outreach, industry events, and referrals to generate a steady flow of opportunities.
• Build and manage a robust sales pipeline; maintain accurate forecasts and opportunity tracking in CRM.
• Develop strategic territory and account plans that prioritize high-value targets and drive new business growth.
• Own the prospecting process end-to-end: research, outreach, qualification, and follow-up with relentless persistence.

Consultative Selling & Needs Discovery

• Conduct discovery conversations with laboratory leadership, procurement teams, operations leaders, and clinical stakeholders to uncover operational, compliance, and service challenges.
• Position PartsSource solutions as strategic, value-driven offerings aligned to customer needs—not commodities.
• Understand the healthcare procurement landscape, regulatory environment, and buyer motivations in laboratory services.
• Ask questions, listen, and translate customer problems into PartsSource solutions.

Deal Management & Closing

• Lead pricing discussions, proposals, and contract negotiations—with confidence and commercial acumen.
• Identify and overcome objections; address customer concerns directly and move deals forward.
• Close opportunities and get signed agreements across the finish line; don't let deals stall.
• Manage multiple opportunities in parallel; balance pipeline velocity with deal quality.

Cross-Functional Collaboration

• Partner with service operations, account management, and internal teams to ensure seamless customer onboarding and success.
• Communicate pipeline status, forecasts, and market intelligence regularly to leadership.
• Support customer success handoffs; ensure continuity from close to implementation.

What You'll Bring

Sales Credibility & Track Record

• 5-7+ years of quota-carrying sales experience in business development, enterprise account management, or technical sales.
• Proven track record of closing new business opportunities in the $200K–$5M+ range.
• Demonstrated success prospecting new business, developing accounts from zero, and driving consistent quota attainment.
• Comfort with rejection; persistent, competitive drive to hunt and close deals.

Healthcare & Life Sciences Expertise

• Experience selling into healthcare, laboratory, life sciences, or regulated environments.
• Understanding of laboratory operations, procurement workflows, compliance requirements, and buyer psychology in healthcare.
• Knowledge of medical equipment, supplies, maintenance programs, or laboratory services (nice-to-have but valuable).

Core Sales Skills

• Consultative selling ability; you can discover customer needs and position solutions with credibility.
• Strong negotiation and closing skills; you know when to push and when to listen.
• Excellent communication and presentation skills—verbal, written, and one-on-one.
• Organizational discipline with CRM; you maintain accurate forecasts and activity tracking.
• Self-starter mentality; you thrive in autonomous roles and don't require hand-holding.

Who We Want to Meet

• Act Like an Owner: You take initiative and see commitments through to completion. You demonstrate Accountability & Execution by owning your pipeline, following up consistently without reminders, and delivering on promises to customers and internal partners. You hold yourself to high standards and take responsibility for results without excuses.
• Adapt to Thrive: You embrace change and learn quickly from new experiences and setbacks. You apply Learning Agility to understand each customer's unique business, adapt your approach based on feedback, and pivot when market conditions or customer priorities shift. You stay composed and positive when facing uncertain or changing priorities.
• Collaborate to Win: You communicate effectively across your team and with customers to achieve shared goals. You use Influence & Communication to align stakeholders around solutions, build consensus across procurement and operations teams, and create buy-in for strategic partnerships. You build trust-based relationships that unlock opportunities and drive long-term accounts.
• Challenge the Status Quo: You are a creative problem solver focused on making timely decisions with available data. You apply Curiosity & Problem Solving to dig deep into customer challenges, ask insightful questions, and develop solutions that address root causes rather than surface symptoms. You're not afraid to question assumptions and explore unconventional approaches to break into new accounts.
• Serve with Purpose: You are purpose-driven and committed to understanding the challenges our customers face. You prioritize Customer Centric thinking by genuinely understanding how your solutions improve patient outcomes, reduce clinician stress, and help healthcare organizations operate more effectively. You build relationships grounded in understanding their needs, not just hitting your quota.

This is a quota-carrying role. You own new customer acquisition within your territory/vertical. Expected to spend 60-70% of time prospecting, qualifying, and closing deals. Minimal administrative overhead. Autonomy to execute sales strategy and own customer relationships. Growth opportunity available for those who want to lead a sales team.

PartsSource invests in our team's success and well-being. We offer:

Competitive Compensation & Earning Potential

• On-Target Earnings (OTE): $175K+ (Base + Commission)
• Uncapped Commission Structure with no ceiling on earnings; accelerators available for premium pricing and multi-year agreements
• Performance-based bonuses and quarterly incentive programs
• Equity participation as a private equity-backed organization with clear upside potential