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Kaizen Labs is a government technology company founded in 2022 that partners with local, state, and federal agencies to replace legacy systems with modern, AI-native software. The company has raised $35 million from top-tier VCs (NEA, a16z, Accel) and currently reaches 55 million Americans across 50+ agencies, with ambitions to reach 100 million by year-end.
You will own the full sales cycle for the Department of War and military service branches, turning an existing early relationship into a systematic, repeatable growth engine. This is a full-cycle enterprise sales role requiring deep expertise in defense procurement and the ability to navigate complex, multi-stakeholder buying processes.
Key responsibilities include: leading end-to-end sales cycles from prospecting through close; building and executing DoW go-to-market strategy across service branches; navigating defense-specific procurement pathways (OTAs, BAAs, SBIR/STTR, task orders); building direct relationships with program offices, contracting officers, and installation staff; leading discovery and product demos independently; partnering with internal teams on proposals and capture; and championing the mission of bringing modern technology to defense.
You bring 10+ years of sales or growth experience, with the majority spent selling into DoD or military services. You have a proven track record closing complex, multi-stakeholder enterprise deals and working large deals (not just high volume). You are fluent in defense procurement vehicles and buying cycles, comfortable demoing software independently, and proficient with sales tools (Salesforce, Outreach, Gong, LinkedIn, ZoomInfo). U.S. citizenship is required due to security and contract eligibility requirements.
Strong candidates may hold or have held a security clearance, have existing relationships within service branches or the Office of the Secretary of Defense, or have experience with OTA consortiums (NSTXL, Tradewinds). This role is not suitable if you need a mature procurement pathway, cannot tolerate extended sales cycles with delayed wins, or prefer selling into known programs rather than opening new relationships from scratch.
