Federal Growth Lead, Combatant Commands

Kaizen Labs; Washington (District of Columbia); Hybrid; USD 150,000 - 230,000; Full time

Benefits offered by this job

Health & Insurance

Parental Leave

Unlimited PTO

Remote stipend

Gym membership

Job summary

Kaizen is seeking a senior enterprise salesperson to own the full combatant command sales cycle, from initial outreach to demos, proposals, and close. You will build strategic plans, drive multi-stakeholder engagements, and navigate rapid acquisition pathways across COCOMs, with significant travel.

The role requires deep knowledge of DoW/COCOM procurement, a track record closing large deals, and a willingness to travel 30–40% to command headquarters and partner events.

Qualifications

• 10+ years of DoW/DoD experience and familiarity with COCOM structures.
• Proven full-cycle enterprise sales across large, multi-stakeholder deals.
• Fluency navigating DoW/COCOM procurement requirements and fast-paced buying cycles.

Responsibilities

• Own the full combatant command sales cycle end-to-end, from outreach to demos, proposals, negotiation and close.
• Build strategic account plans and repeatable combatant command strategies across the territory.
• Lead discovery sessions and product demos for coalition and multinational stakeholders, with or without SE support.
• Collaborate with Proposal & Capture and Design on solicitation responses and pricing.

Skills

DoW experience

COCOMs buying

Enterprise sales

Stakeholder management

Travel readiness

Security awareness

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

The combatant commands run differently from any single service: joint staffs, compressed decision cycles when something urgent comes up, and buying authorities built for speed rather than the standard program-of-record path. Kaizen already has a version of that speed built in — the counter-drone marketplace we built for JIATF-401 went live and accredited on cuas.mil in about nine weeks. Today it serves 20 partner nations transacting under tiered visibility rules, exactly the kind of coalition, force-protection mission the COCOMs run every day. This person will own the full sales cycle across the unified combatant commands, from opening relationships inside commands through demos, procurement, and close. Given the seniority of this hire, we need someone who already knows how COCOMs buy and operate, not someone learning joint structures for the first time.

Location

Based in the DC area. Hybrid, with frequent travel to combatant command headquarters (Tampa, Colorado Springs, Honolulu, Stuttgart, and others), conferences, and partner-nation engagements — expect 30–40% travel, higher during peak seasons.

What You'll Do

• Own the full combatant command sales cycle end to end, from outbound prospecting through demos, proposals, negotiation, and close

• Build strategic account plans and execute Kaizen's combatant command strategy, developing a repeatable approach across the territory

• Navigate the rapid acquisition pathways used across the COCOMs, including OTAs, urgent operational needs processes, and component-command task orders

• Build direct relationships with staff leadership, and program offices supporting COCOM missions

• Lead discovery sessions and in-person product demos, often for coalition and multinational stakeholders, comfortable presenting without SE support

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

What You'll Bring

• 10+ years of DoW experience, with experience working inside a COCOM

• 5+ years in quota carrying sales or growth roles, with a significant majority of that time spent selling into one or more combatant commands

• 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 COCOM procurement requirements, rapid acquisition authorities, and buying cycles

• Comfort demoing software independently

• Proficiency with CRM 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.

• Prior experience working in a COCOM

• Have strong existing relationships within a specific combatant command, preferably SOCOM, PACOM or EUCOM

• Have experience operating in coalition or multinational environments, or with OTA consortiums (e.g., NSTXL, Tradewinds)

Don't Apply If...

• You need a mature, well-worn procurement pathway to move — COCOM buying processes for a new entrant like Kaizen are still being built, and every command runs a little differently

• You're not comfortable with long stretches of relationship-building punctuated by short, urgent windows to act

• You'd rather sell into one command you already know than build a portfolio across several from scratch

• Extensive CONUS and OCONUS travel isn't something you want in this role

This isn't about closing another logo. It's about getting modern technology in front of the operators responsible for split-second decisions in theater — 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.