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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. Kaizen has raised $35 million from NEA, a16z, Accel, 776, and Carpenter Capital.
This role focuses on the Fourth Estate agencies—the enterprise systems and shared infrastructure that every military service depends on, including DISA, DLA, and DFAS. Kaizen has already built a counter-drone marketplace for JIATF-401 live on cuas.mil. This position will own the full sales cycle across Fourth Estate, converting early credibility into repeatable growth through a land-and-expand motion.
You will own the complete sales cycle from outbound prospecting through demos, proposals, negotiation, and close. You'll build strategic account plans for priority agencies (DLA, DISA, DFAS) and execute Kaizen's Fourth Estate strategy with a repeatable approach. You'll navigate complex federal procurement pathways including GSA MAS, IDIQs, BPAs, OTAs, and agency-specific task orders. You'll develop direct relationships with program offices, IT and infrastructure stakeholders, and contracting officers. You'll lead discovery sessions and deliver in-person product demos tailored to enterprise and shared-services workflows, presenting independently without sales engineer support. You'll 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 Fourth Estate agency headquarters, program offices, and conferences (expect 20–30% travel, higher during peak seasons).
REQUIREMENTS:
- 10+ years of Department of War experience and experience working inside or with a Fourth Estate agency
- 5+ years in quota-carrying sales or growth roles, with significant majority of that time selling into one or more Fourth Estate agency
- 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 defense agency procurement vehicles and enterprise IT buying/authorization cycles
- Ability to demo software independently without sales engineer support
- Proficiency with Salesforce or similar sales tools
- U.S. citizenship (required for security and eligibility requirements tied to Department of War contracts)
STRONG CANDIDATES MAY ALSO HAVE:
- Current U.S. security clearance; TS/SCI eligibility preferred
- Strong existing relationships within DISA, DLA, and/or DFAS
- Experience selling enterprise IT modernization, logistics, or shared-services platforms into large, distributed government organizations
