Federal Growth Lead, Fourth Estate
Government technology has failed citizens, veterans, 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 to procure counter-drone systems 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, 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
Fourth Estate (4E) agencies don't show up in headlines the way the military services do, but they own the enterprise systems and shared infrastructure every service depends on. Win here and it travels: DISA's network touch nearly every DoD system, and DLA alone obligates tens of billions a year running through platforms like DIBBS. Kaizen already has a foothold in the department: the counter-drone marketplace we built for JIATF-401 is live on cuas.mil, running on the same kind of shared, enterprise-grade authorization and hosting infrastructure that Fourth Estate agencies maintain for the rest of DoD. This person will own the full sales cycle across the Fourth Estate, turning that early credibility into a repeatable growth motion. This is a land and expand motion. Land a 4E agency and expand elsewhere. Given the seniority of this hire, we need someone who already understands how defense agencies buy and operate as enterprise-wide service providers, not someone learning federal procurement for the first time.
Location
Based in the DC area. Hybrid, with frequent travel to Fourth Estate agency headquarters, program offices, and conferences — expect 20–30% travel, higher during peak seasons.
What You'll Do
Own the full sales cycle end to end, from outbound prospecting through demos, proposals, negotiation, and close
Build strategic account plans (DLA, DISA, and/or DFAS are priorities) and execute Kaizen's 4E strategy, developing a repeatable approach across the territory
Navigate Fourth Estate procurement pathways, including GSA MAS, IDIQs, BPAs, OTAs, and agency-specific task orders
Build direct relationships with program offices, IT and infrastructure stakeholders, and contracting officers across Fourth Estate agencies
Lead discovery sessions and in-person product demos tailored to enterprise and shared-services workflows, comfortable presenting independently without SE support
Partner with Proposal & Capture and Design on solicitation responses and pricing
What You'll Bring
10+ years of DoW experience and experience working inside or with a 4E agency
5+ years in quota carrying sales or growth roles, with a significant majority of that time spent selling into one or more 4E agency
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 defense agency procurement vehicles and enterprise IT buying/authorization cycles
Comfort demoing software independently, without SE support
Proficiency with sales tools like Salesforce
U.S. citizenship, given the security and eligibility requirements tied to Department of War contracts
Strong Candidates May Also...
Currently possess a U.S. security clearance. TS/SCI eligibility is preferred.
Have strong existing relationships within DISA, DLA, and/or DFAS today. Other 4E agencies are beneficial and may be considered, but the priority is DISA, DLA and/or DFAS
Have experience selling enterprise IT modernization, logistics, or shared-services platforms into large, distributed government organizations