Federal Growth Lead

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.
• 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.
• Partner 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.
• Existing network of relationships across federal agencies is a significant advantage.
• 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.
• High EQ, strong communication skills, and a thoughtful approach to relationship-building.

What Kaizen Offers

• Comprehensive medical through Oxford/United - Gold and Platinum PPO plans, with 85% of premiums covered on the Platinum plan and a $0 employee premium option.
• Dental through Guardian PPO and vision through Beam, with 99% of employee premiums covered and 50% for dependents.
• $100,000 in fully paid life insurance. FSA and Dependent Care FSA.
• 401(k) access through Guideline.
• 16 weeks of fully paid parental leave for birthing parents. 10 weeks fully paid for non-birthing parents.
• Unlimited PTO & closed for all federal holidays. Company-wide winter break the week of Christmas.
• One-time home office or desk setup stipend up to $750. $50/month commuter benefit.
• $100/month for wellness or productivity.
• $500/year for professional development. $250/year for recreation.
• Company-provided laptop. Expensed lunch while in the office.