[Hiring] Federal Growth Lead @Kaizen Labs

Role Description

This role is part of Kaizen’s strategic expansion into federal markets. It requires an entrepreneurial mindset and the ability to operate with high independence in a complex, highly regulated environment. You will help open new agency relationships, navigate procurement channels, and shape Kaizen’s federal go-to-market strategy.

• 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.

Qualifications

• 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.

Requirements

• Full-cycle enterprise sales experience, with a track record of closing multi-stakeholder deals.
• Meaningful experience selling into or working with U.S. federal agencies (civilian and/or DoD).
• Energized by in-person relationship building, demos, workshops, and agency engagement.
• Excited by the challenge of breaking into new programs and contracts, including environments with legacy tools and complex procurement pathways.
• Thrive in scrappy, ambiguous environments and can self-generate pipeline creatively.
• Can articulate a product that’s evolving - balancing current capabilities with a forward-looking vision.
• Emotionally intelligent, thoughtful, and empathetic toward public sector missions.

Benefits

• 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.