Federal Growth Lead, Fourth Estate

Kaizen Labs
Washington
Workplace: HybridFull timeUSD 200,000 - 250,000 annuallyFunction: Government & Public AdministrationExperience: 10+ yearsSkills: ["Strategic account planning","Negotiation","Relationship building","Independent product presentation","Enterprise selling"]

Own the end-to-end sales cycle for Kaizen’s Fourth Estate growth, running outbound prospecting through demos, proposals, negotiation, and close. Build strategic account plans for DISA, DLA, and/or DFAS and execute a land-and-expand motion across 4E agencies. Navigate defense procurement vehicles (GSA MAS, IDIQs, BPAs, OTAs, and task orders), lead enterprise product discovery/demos without SE support, and collaborate on proposals and pricing.

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Kaizen Labs
Kaizen Labs
2 days ago

Federal Growth Lead, Fourth Estate

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Last checked: 6 hours agoStatus: Live

Job Summary

Own the end-to-end sales cycle for Kaizen’s Fourth Estate growth, running outbound prospecting through demos, proposals, negotiation, and close. Build strategic account plans for DISA, DLA, and/or DFAS and execute a land-and-expand motion across 4E agencies. Navigate defense procurement vehicles (GSA MAS, IDIQs, BPAs, OTAs, and task orders), lead enterprise product discovery/demos without SE support, and collaborate on proposals and pricing.
Location: Washington
Workplace: Hybrid
Employment Type: Full time
Job Function: Government & Public Administration
Seniority: Mid level

Key Responsibilities

  • •Own the full sales cycle end to end from outbound prospecting through close.
  • •Build strategic account plans and execute Kaizen’s Fourth Estate strategy across the territory.
  • •Navigate Fourth Estate procurement pathways including GSA MAS, IDIQs, BPAs, OTAs, and agency-specific task orders.
  • •Build relationships with program offices, IT/infrastructure stakeholders, and contracting officers.
  • •Lead discovery sessions and in-person product demos tailored to enterprise/shared-services workflows, presenting independently without SE support.
Travel: Medium travel

Pay and Benefits

Salary: USD 200,000 - 250,000 annually
Equity and Bonus:Equity
Perks:Health InsuranceDentalVision401kParental LeavePaid LeaveGym MembershipHome OfficeLearning Budget

Key Requirements

  • •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 selling into one or more 4E agencies.
  • •Proven full-cycle enterprise sales track record, including closing complex, multi-stakeholder deals.
  • •Strong experience closing large deals (not just carrying large quotas).
  • •Fluency navigating defense agency procurement vehicles and enterprise IT buying/authorization cycles.
Experience:10+ yearsDefenseGovernment technologyDoDEnterprise software
Skills:Strategic account planningNegotiationRelationship buildingIndependent product presentationEnterprise selling
Tech Stack:Salesforce

Eligibility

Security Clearance:TS/SCI

Company Brief

Kaizen Labs
Builds modern, people-first e-government software to modernize resident-facing services (parks & recreation, permitting, licensing, payments) for local, state, and federal agencies across the U.S.
Industry: Enterprise Software
Company Size: Medium (51 to 250 employees)
Growth: Growth Stage Startup
Funding: Series A
Headquarters: New York, United States
Founded: 2022
Glassdoor
Glassdoor: 5.0
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