kaizenlabs - Federal Growth Lead
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Requirements
• You have full-cycle enterprise sales experience, with a track record of closing multi-stakeholder deals • You have meaningful experience selling into or working with U.S. federal agencies (civilian and/or DoD) • You’re energized by in-person relationship building, demos, workshops, and agency engagement • You’re AI-pilled and default to these tools in your daily workflows • You’re excited by the challenge of breaking into new programs and contracts, including environments with legacy tools and complex procurement pathways • You thrive in scrappy, ambiguous environments and can self-generate pipeline creatively • You can articulate a product that’s evolving - balancing current capabilities with a forward-looking vision • You’re emotionally intelligent, thoughtful, and empathetic toward public sector missions • 4–7 years of experience in sales, with at least 3 years of quota-bearing experience selling into U.S. federal agencies • Proven ability to lead full-cycle sales processes with complex stakeholder landscapes • Proven ability to navigate federal buying processes and procurement vehicles • Comfortable demoing software independently, without SE support • Proficiency in sales tools like Salesforce, Outreach, Gong, LinkedIn, and ZoomInfo • High EQ, strong communication skills, and a thoughtful approach to relationship-building • WHAT KAIZEN OFFERS • Comprehensive medical through Oxford/United - Gold and Platinum PPO plans, with 85% of premiums covered on the Platinum plan and a $0 employee premium option. Dental through Guardian PPO and vision through Beam, with 99% of employee premiums covered and 50% for dependents. • $100,000 in fully paid life insurance. FSA and Dependent Care FSA. 401(k) access through Guideline. • 16 weeks of fully paid parental leave for birthing parents. 10 weeks fully paid for non-birthing parents. • Unlimited PTO & closed for all federal holidays. • Company-wide winter break the week of Christmas. • One-time home office or desk setup stipend up to $750. • $50/month commuter benefit. • $100/month for wellness or productivity - your call on how you use it! • $500/year for professional development. • $250/year for recreation. • Company-provided laptop. • Expensed lunch while in the office.
Responsibilities
• Own the full federal sales cycle from outbound prospecting and discovery through demos, proposals, negotiations, and closing • Build and execute Kaizen’s federal GTM strategy, developing a repeatable approach to reach federal agencies • Navigate federal procurement processes such as GSA MAS, IDIQs, BPAs, agency-specific task orders, and multi-year modernization efforts • Work closely with program offices, IT stakeholders, contracting officers, and installation staff to align Kaizen’s capabilities with agency needs • Lead discovery sessions and tailored product demos, often onsite and in-person, to understand legacy workflows, pain points, mission priorities, and opportunities for modernization • Work closely with operations, partnerships, and other GTM teammates to share insights and align on outbound strategy • Partner with Proposal & Capture and Design to support solicitation response efforts, including positioning, requirements mapping, and project management • Maintain disciplined pipeline management, forecasting, and activity tracking in Salesforce
Benefits
• OTE (inclusive of bonus/commision) $300K – $400K • Offers Equity • Upload your resume here to autofill key application fields. • Drop your resume here! • Parsing your resume. Autofilling key fields... • or drag and drop here • Prefer not to say • Kaizen embraces a flexible hybrid work model that promotes both balance and productivity. For team members based in NYC, Mondays and Fridays are work-from-home days, while in-office time is intentionally focused on collaboration and meaningful connection. • Applications from candidates unable to meet this requirement will not be considered. Additionally, we offer relocation assistance on a case-by-case basis for candidates we proactively ask to relocate for a specific role. If you're already planning a move to NYC for personal reasons, please note that relocation assistance would not apply in that circumstance. • Applications from candidates unable to meet this requirement will not be considered. • Do you want to tell us anything else about yourself? • Kaizen builds technology for government agencies at every level (local, state, and federal) with a focus on high-stakes services where performance actually matters. Our work spans civilian and mission-critical programs, and we hold it to a simple standard: does it deliver real outcomes for the people and institutions it's meant to serve? • We're a team that takes the mission seriously. Many of us came from environments where the work had weight - where decisions had consequences, and the margin for error was low. That background shapes how we build. Some of our projects operate at a level of sensitivity and consequence where there is no room for ambiguity about your commitment to the work. • We actively seek team members with diverse viewpoints and political backgrounds. We believe that diverse perspectives make the work sharper and the solutions more durable. If any of our work gives you pause, this likely isn't the right fit.
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