Federal Growth Lead

About the role

Kaizen exists to strengthen trust in American public services by building technology that residents and public servants are proud to use. We partner with local, state, and federal agencies to replace legacy systems with modern, AI-native software that is worthy of the people they serve. We are currently expanding into federal markets and are seeking a full-cycle enterprise sales leader to help open new agency relationships, navigate procurement channels, and shape our federal go-to-market strategy.

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
• Serve as Kaizen's federal point person for government affairs coordination, including partnering with lobbying firms, supporting appropriations strategy, and leading event and conference strategy to build Kaizen's presence across the federal ecosystem
• 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

Requirements

• 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

Qualifications

• High EQ, strong communication skills, and a thoughtful approach to relationship-building

Skills

• Full-cycle enterprise sales experience
• Experience selling into or working with U.S. federal agencies (civilian and/or DoD)
• Ability to navigate federal procurement processes
• Comfortable demoing software independently
• Proficiency in sales tools
• High EQ and thoughtful approach to relationship-building

Benefits

• Health & Insurance: 100% coverage across the board: medical through Oxford/United (Gold and Platinum PPO plans), dental through Guardian PPO, and vision through Beam — all fully covered for employees, with 100% coverage for dependents.
• Fully paid life insurance: $100,000
• FSA and Dependent Care FSA
• One Medical membership, on us — same-day primary care, 24/7 virtual visits, and offices all over the city.
• Fertility and family-building support through Carrot.
• 401(k) through Guideline, with a 2% company match.
• Family & Time Off: 16 weeks of fully paid parental leave for birthing parents. 10 weeks fully paid for non-birthing parents. Unlimited PTO, with a two-week minimum (we mean it when we say take time off!)
• Company-wide winter break the week of Christmas.
• Office & Remote Setup: Up to $750 one-time home office or desk setup stipend for NYC-based employees. $500 for remote employees. $50/month commuter benefit (company contribution).
• Expensed lunch while in the office.
• Company-provided laptop of your choice.
• Wellness: Fully covered gym membership at Grindhouse — right across the street from our office at 47 W 17th St (and in Williamsburg). A $225/month value, on us. For remote employees, $100/month dedicated to gym or physical fitness reimbursement.
• $250/year recreation.
• $300/quarter pet care stipend.