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Kaizen Labs is a government technology company founded in 2022 that replaces legacy federal systems with modern software. The company has achieved 35x revenue growth this year and serves over 100 million Americans across dozens of federal agencies. Recent funding of $35 million from NEA, a16z, Accel, 776, and Carpenter Capital supports rapid expansion.
This role owns the full sales cycle for the Department of the Air Force and Space Force, building from a standing start. You will develop a repeatable sales motion across Air Force Materiel Command (AFMC) and other major commands, moving beyond single flagship deals to establish sustainable growth across installations and program offices. The position requires deep fluency in how the Air Force actually buys—through OT pathways, program-of-record channels, GSA MAS, IDIQs, BPAs, and installation-level task orders.
Key responsibilities include:
- Owning the complete Air Force and Space Force sales cycle from prospecting through close
- Building strategic account plans and executing Kaizen's AF/USSF strategy across the territory
- Navigating Air Force- and Space Force-specific procurement pathways and acquisition vehicles
- Building direct relationships with AFLCMC, installation leadership, and contracting officers
- Leading discovery sessions and delivering product demos tailored to Air Force and Space Force workflows
- Partnering with Proposal & Capture and Design teams on solicitation responses and pricing
- Representing Kaizen at Air Force and Space Force industry days and conferences
The role is based in the DC area with hybrid flexibility, but expect 30–40% travel to Air Force and Space Force installations, program offices, and conferences, with higher travel during peak seasons.
REQUIREMENTS:
- 10+ years of Department of War experience, with direct experience inside USAF or USSF
- 5+ years in quota-carrying sales or growth roles, with significant majority of time selling into AF or USSF
- Full-cycle enterprise sales track record, including closing complex, multi-stakeholder deals
- Proven track record closing large deals (not just carrying large numbers)
- Fluency navigating Air Force and Space Force major programs, procurement vehicles, and buying cycles
- Ability to demo software independently without sales engineer support
- Proficiency with Salesforce or similar sales tools
- U.S. citizenship (required for Department of War contract security and eligibility)
STRONG CANDIDATES MAY ALSO HAVE:
- Current U.S. security clearance (TS/SCI preferred)
- Existing relationships within AFMC, SSC, or specific major commands
- Experience with Air Force/Space Force software factories (e.g., Kessel Run, Platform One) or selling quality-of-life, base services, or enterprise IT modernization programs
