# Federal Growth Lead, DoW

**Company:** [Kaizen Labs](https://hotfix.jobs/companies/kaizen-labs)
**Location:** Washington, DC
**Role:** Account Executive
**Experience:** 10+ years
**Skills:** Salesforce, Outreach, Gong, LinkedIn, ZoomInfo, Enterprise Sales, defense procurement, otas, baas, sbir/sttr, sales demos, Go-to-Market Strategy, proposal management
**Posted:** 2026-08-12

> Owns Kaizen’s full-cycle Department of War and military services sales motion, developing relationships, navigating defense procurement, leading demos, and closing complex enterprise deals. The role requires 10+ years of defense or federal sales experience, strong procurement fluency, and U.S. citizenship.

## Job Description

## Responsibilities
- Own the full Department of War sales cycle end to end, from outbound prospecting through demos, proposals, negotiation, and close.
- Build and execute a Department of War go-to-market strategy across military service branches.
- Navigate defense procurement pathways, including OTAs, BAAs, SBIR/STTR, and service-specific task orders.
- Build relationships with program offices, contracting officers, and installation staff across the military branches.
- Lead discovery sessions and in-person product demos tailored to defense workflows, independently of sales engineering support.
- Partner with Proposal & Capture and Design on solicitation responses, including positioning, requirements mapping, and project management.
- Help internal teams understand the needs of troops and their families and the mission of delivering modern, trustworthy government technology.

## Requirements
- 10+ years of experience in sales or growth roles, with a significant majority spent selling into the Department of War or broader military services.
- Full-cycle enterprise sales experience, including closing complex, multi-stakeholder deals.
- Track record of closing large deals.
- Fluency navigating defense procurement vehicles and buying cycles.
- Comfort demoing software independently without sales engineering support.
- Proficiency with Salesforce, Outreach, Gong, LinkedIn, and ZoomInfo.
- U.S. citizenship.

## Nice-to-Haves
- Current or former security clearance.
- Existing relationships within specific service branches or the Office of the Secretary of Defense.
- Experience working with OTA consortiums such as NSTXL and Tradewinds.

## Benefits and Compensation
- Fully covered employee medical, dental, and vision insurance, with full dependent coverage.
- $100,000 in fully paid life insurance.
- FSA and Dependent Care FSA.
- One Medical membership.
- Fertility and family-building support through Carrot.
- 401(k) with a 2% company match.
- Fully paid parental leave: 16 weeks for birthing parents and 10 weeks for non-birthing parents.
- Unlimited PTO with a two-week minimum.
- Federal holidays and a company-wide winter break.
- Company offsites.
- Home office or desk setup stipend, commuter benefit, expensed office lunches, and company-provided laptop.
- Covered gym membership or fitness reimbursement for remote employees.
- Monthly utility stipend and professional development, recreation, and pet care stipends.

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