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Federal Growth Lead, FedCiv

Kaizen Labs

Washington, D.C. Remote Full-time Posted 30+ days ago
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Government technology has failed citizens, public servants, and service members for decades. Kaizen powers America’s application layer. We replace the legacy systems federal agencies run on with modern software, built with craft. The ticketing platform a resident uses to visit a presidential library. The marketplace DoW uses for counter-drone procurement to protect lives and critical infrastructure. The system a Veteran uses to access benefits. We build systems of record, of national consequence. Our AI-native modules and harness allow us to do so in weeks and months, not years. This year, our revenue has grown 35x. Next year, our software will serve 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 NEA, a16z, Accel, 776, and Carpenter Capital. THE ROLE Kaizen has already won real federal civilian business: a $10M IDIQ with the VA, a ~$15M BPA with the Department of Commerce, and active conversations underway with SSA, OPM, USDA, CMS, State, SBA, HUD, FBI, and Rural Development. This person will own the full sales cycle across that portfolio of civilian agencies, turning early wins and warm conversations into a repeatable growth motion. That means navigating GSA MAS, IDIQs, BPAs, and agency task orders, and building direct relationships with program offices and contracting officers who are tired of being sold vaporware. At this level of seniority, we need someone who already knows how civilian federal agencies buy and can move without a playbook. WHAT YOU'LL DO * Own the full civilian federal sales cycle end to end, from outbound prospecting through demos, proposals, negotiation, and close * Build and execute Kaizen's FedCiv go-to-market strategy, expanding on existing wins with the VA and Department of Commerce into agencies like SSA, OPM, USDA, CMS, State, SBA, HUD, FBI, and Rural Development * Navigate civilian procurement pathways, including GSA MAS, IDIQs, BPAs, and agency-specific task orders * Build direct relationships with program offices, IT stakeholders, and contracting officers across civilian agencies * Lead discovery sessions and in-person product demos, comfortable presenting independently without SE support * Partner with Proposal & Capture and Design on solicitation responses, including positioning, requirements mapping, and project management * Help agencies responsible for benefits, case management, and constituent services replace decades-old systems with something residents can actually use WHAT YOU'LL BRING * 10+ years of experience in sales or growth roles, with significant time spent selling into U.S. federal civilian agencies * A full-cycle enterprise sales track record, including closing complex, multi-stakeholder deals * Experience working large deals, not just carrying a large number, but a track record of actually closing against it * Fluency navigating civilian federal procurement vehicles and buying cycles * Comfort demoing software independently, without SE support * Proficiency with sales tools like Salesforce, Outreach, Gong, LinkedIn, and ZoomInfo STRONG CANDIDATES MAY ALSO... * Have existing relationships within agencies like SSA, HUD, USDA, or CMS * Have experience selling benefits or case management modernization specifically * Have a background navigating GWACs or large multi-award IDIQs DON'T APPLY IF... * You want a book that's already built — this one has real wins, but most of the map is still open * You're uncomfortable being the one who has to build the relationship from a cold or lukewarm start * You think "government sales" means slow and passive — this can move as fast as the agency will let it This isn't about closing another logo. It's about getting agencies that serve millions of people out of decades-old systems and into something residents can actually use. WHAT KAIZEN OFFERS 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. * $100,000 in fully paid life insurance. 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!) * Closed for all federal holidays. * Company-wide winter break the week of Christmas. * Company offsites throughout the year. 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. * Dinner and Uber rides home will be expensed if you choose to work in the office past 7pm. * Company-provided laptop of your choice. Wellness * NYC employees: 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. * Non-NYC employees: $100 per month, dedicated to gym / physical fitness reimbursement. Stipends * $100/month utility stipend. * $250/quarter home cleaning stipend * $500/year professional development. * $250/year recreation. * $300/quarter pet care stipend.

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