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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 grown 35x in revenue this year and serves over 100 million Americans across dozens of federal agencies. Recent examples include a ticketing platform for presidential library visits, a counter-drone marketplace for the Department of War, and a veteran benefits access system. Kaizen has raised $35 million from NEA, a16z, Accel, 776, and Carpenter Capital.
This role owns the full sales cycle across the unified combatant commands (COCOMs), from opening relationships through demos, procurement, and close. The successful candidate will have deep familiarity with how combatant commands buy and operate, including their compressed decision cycles and speed-focused acquisition authorities.
Key responsibilities include:
- Own end-to-end sales cycle across combatant commands, from prospecting through close
- Build strategic account plans and execute Kaizen's COCOM strategy with a repeatable approach
- Navigate rapid acquisition pathways including OTAs, urgent operational needs processes, and component-command task orders
- Build direct relationships with staff leadership and program offices supporting COCOM missions
- Lead discovery sessions and in-person product demos for coalition and multinational stakeholders, presenting independently
- Partner with Proposal & Capture and Design teams on solicitation responses and pricing
The role is based in the DC area, hybrid with frequent travel to combatant command headquarters (Tampa, Colorado Springs, Honolulu, Stuttgart, and others), conferences, and partner-nation engagements. Expect 30–40% travel, higher during peak seasons.
REQUIREMENTS:
- 10+ years of Department of War experience, with experience working inside a COCOM
- 5+ years in quota-carrying sales or growth roles, with significant time selling into one or more combatant commands
- Full-cycle enterprise sales track record, including closing complex, multi-stakeholder deals
- Proven track record closing large deals (not just carrying a large number)
- Fluency navigating COCOM procurement requirements, rapid acquisition authorities, and buying cycles
- Comfort demoing software independently
- Proficiency with CRM sales tools like Salesforce
- U.S. citizenship, required for security and eligibility tied to Department of War contracts
STRONG CANDIDATES MAY ALSO HAVE:
- Current U.S. security clearance (TS/SCI preferred)
- Prior experience working in a COCOM
- Strong existing relationships within a specific combatant command, preferably SOCOM, PACOM, or EUCOM
- Experience operating in coalition or multinational environments, or with OTA consortiums (e.g., NSTXL, Tradewinds)
