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Kaizen Labs is a government technology company replacing legacy federal systems with modern software. The company has grown 35x this year and serves over 100 million Americans across dozens of federal agencies. Founded in 2022 and based in New York City and DC, Kaizen has raised $35 million from top-tier investors including NEA, a16z, and Accel.
You will own the full Navy sales cycle end-to-end, building Kaizen's presence with the Department of the Navy from zero. This is a quota-carrying role focused on creating a repeatable sales motion across Navy systems commands, program executive offices, and fleet and installation customers. You will navigate complex Navy procurement pathways (SBIR/STTR, OTAs, CSOs, GSA MAS, IDIQs, BPAs, task orders), build direct relationships with program offices such as PEO Digital, NAVWAR, NAVSEA, and NAVAIR, and lead discovery and demos tailored to Navy workflows without sales engineering support.
Key responsibilities include: owning prospecting through close against quota; building and executing Navy account strategy; navigating Navy procurement vehicles and buying cycles; establishing relationships with program offices, fleet leadership, and contracting officers; conducting discovery and product demos independently; partnering on proposals and solicitation responses; and representing Kaizen at Navy industry events.
The role is based in the Washington, DC area with hybrid flexibility. Expect 30–40% travel to Navy program offices, systems commands, fleet installations, and industry events, with higher travel during peak seasons.
REQUIREMENTS:
- 10+ years of experience working in or with the Department of the Navy, including quota-carrying sales experience building a Navy book of business from zero
- Full-cycle enterprise sales track record, including closing complex, multi-stakeholder deals
- History of carrying a large quota and closing against it
- Fluency in Navy procurement vehicles and buying cycles, including SBIR/STTR and OTA pathways
- Comfort demoing software independently; proficiency with Salesforce, Outreach, Gong, LinkedIn, and ZoomInfo
- U.S. citizenship (required for Department of War contract eligibility and security requirements)
STRONG CANDIDATES MAY ALSO HAVE:
- Current U.S. security clearance (Secret or higher)
- Existing relationships within PEO Digital, NAVWAR, NAVSEA, NAVAIR, NavalX, or ONR
- Experience selling base services, quality-of-life, or enterprise IT modernization programs to the Navy
