Federal Growth Lead, Air Force/Space Force

Kaizen Labs; Washington (District of Columbia); Hybrid; USD 180,000 - 240,000; Full time

Benefits offered by this job

Health insurance

Parental leave

Unlimited PTO

Federal holidays off

Travel stipend

Job summary

Kaizen Labs is seeking a senior enterprise sales leader to own the full Air Force and Space Force sales cycle from prospecting through close. You will build strategic plans, develop relationships with program offices, contracting officers, and installation leadership, and coordinate withProposal & Capture teams on responses.

This role requires fluency in AF/USSF buying cycles and a willingness to travel. The candidate will navigate procurement pathways, demonstrations, and pricing for complex,

Qualifications

• 10+ years of DoW experience or equivalent
• 5+ years in quota-carrying sales or growth roles selling into AF/USSF
• Full-cycle enterprise sales track record with complex deals
• Experience closing large deals and building trust with program offices
• Fluency navigating AF/USSF programs, procurement vehicles, buying cycles
• Comfort demoing software independently, without SE support
• Proficiency with Salesforce or similar CRM
• U.S. citizenship is required for DoW contracts

Responsibilities

• Own the full AF/USSF sales cycle end to end, from outbound prospecting to close
• Build strategic account plans and execute Kaizen's AF/USSF strategy
• Turn a standing start into a repeatable sales motion across commands
• Navigate AF/Space Force procurement pathways, OT awards, GSA MAS, IDIQs, BPAs
• Develop relationships with AFLCMC, installation leadership, and contracting officers
• Lead discovery sessions and in-person demos tailored to workflows
• Collaborate with Proposal & Capture and Design on responses and pricing
• Represent Kaizen at AF/USSF industry days and conferences

Skills

DoW experience

Quota carrying sales

Full-cycle sales

Multi-stakeholder deals

AF/USSF fluency

Software demos (no SE)

Salesforce proficiency

US citizenship

Tools

Salesforce

Job description

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 already has a foothold inside the Department of War: the counter-drone marketplace we built for JIATF-401 is live on cuas.mil, carrying 20 vetted vendors and transacting for 20 partner nations. Air Force is the next front — a service with its own acquisition culture, its own program offices, and its own version of the legacy-system fatigue Kaizen was built to fix. This person will own the full sales cycle across the Department of the Air Force — Air Force and Space Force together — from opening new relationships inside AFLCMC and its program offices through demos, procurement, and close, building a repeatable motion across major commands and installations rather than chasing a single flagship win. The work means knowing how the Air Force actually buys, whether through OT pathways or more traditional program-of-record channels, and building trust with program offices, contracting officers, and installation staff who've watched vendors overpromise before. Given the seniority of this hire, we need someone who already speaks Air Force fluently, not someone learning federal procurement for the first time.

Location

Based in the DC area. Hybrid, with frequent travel to Air Force and Space Force installations, program offices, and conferences — expect 30–40% travel, higher during peak seasons.

What You'll Do

• Own the full Air Force and Space Force sales cycle end to end, from outbound prospecting through demos, proposals, negotiation, and close

• Build strategic account plans and execute Kaizen's AF/USSF strategy, developing a repeatable approach across the territory

• Turning a standing start into a repeatable motion across AFMC and other major commands and installations

• Navigate Air Force- and Space Force-specific procurement pathways, OT awards, GSA MAS, IDIQs, BPAs, and installation-level task orders

• Build direct relationships within AFLCMC, installation leadership, and contracting officers across Air Force and Space Force bases

• Lead discovery sessions and in-person product demos tailored to Air Force and Space Force workflows, comfortable presenting without SE support

• Partner with Proposal & Capture and Design on solicitation responses and pricing

• Represent Kaizen at Air Force and Space Force focused industry days and conferences to build pipeline and presence across the service

What You'll Bring

• 10+ years of DoW experience, with experience working inside the USAF or USSF

• 5+ years in quota carrying sales or growth roles, with a significant majority of that time spent selling into the AF or USSF

• 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 Air Force and Space Force major programs, procurement vehicles and buying 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 is preferred.

• Have existing relationships within AFMC, SSC, or a specific major command

• Have experience with an Air Force/Space Force software factory (e.g., Kessel Run, Platform One), or selling quality-of-life, base services, or enterprise IT modernization programs

Don't Apply If...

• You need an account plan that's already built — Air Force is a standing start for Kaizen, and most of the map is unclaimed

• You're not comfortable being the one who has to earn trust from a program office that's been burned before

• You'd rather sell into a service you already know than open new relationships from scratch

This isn't about closing another logo. It's about getting modern technology in front of the airmen, guardians, and families who keep the mission running — who deserve better than another decade of legacy systems.

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.

• 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.

• $500/year professional development.

• $250/year recreation.

• $300/quarter pet care stipend.