Federal Growth Lead, FedCiv

Kaizen Labs; Washington, Northern (District of Columbia, KY); On-site; USD 170,000 - 230,000; Full time

Benefits offered by this job

Health & Insurance

Parental leave

Unlimited PTO

Home/NYC office stipend

Job summary

Kaizen is seeking a senior federal sales leader to own the full civilian federal sales cycle across key agencies and drive repeatable growth. You will navigate complex procurement paths, build direct relationships with program offices and contracting officers, and expand Kaizen's presence in federal civilian markets.

Join a fast-moving team building modern AI-native software for government services and help replace decades-old systems with resident-friendly technology.

Qualifications

• 10+ years in sales or growth roles focused on U.S. federal civilian agencies.
• Full-cycle enterprise sales with multi-stakeholder closing.
• Experience closing large deals and navigating procurement vehicles.

Responsibilities

• Own the full civilian federal sales cycle end to end, from outbound to close.
• Build and execute Kaizen's FedCiv go-to-market strategy across VA, DOC and others.
• Navigate civilian procurement pathways, including GSA MAS, IDIQs, BPAs, and task orders.
• Build direct relationships with program offices, IT stakeholders, and contracting officers.
• Lead discovery sessions and in-person product demos independently.
• Collaborate with Proposal & Capture and Design on responses.

Skills

Enterprise sales

Full-cycle sales

Closing multi-stakeholder deals

Federal civilian procurement knowledge

Software demos solo

Sales tools proficiency

Tools

Salesforce

Outreach

Gong

LinkedIn

ZoomInfo

Job description

Government technology has failed the public for decades, and Americans have been conditioned to expect websites from the 90s for essential public services.

Kaizen exists to strengthen trust in American public services by building technology that residents and public servants are proud to use. We partner with local, state, and federal agencies to replace legacy systems with modern, AI-native software that is worthy of the people they serve. We started in outdoor recreation, and now we're building toward something much larger — the software layer that powers how Americans access any government service.

Our platform reaches 55 million Americans across 50+ agencies. Our goal: build technology that touches the lives of 100 million residents by the end of the year.

Founded in 2022 and based in New York City, Kaizen has raised $35 million from NEA, a16z, Accel, 776, and Carpenter Capital. We're builders, designers, and operators who believe that beautifully designed software shouldn't be a luxury in government. It's how you earn trust back.

The Role

Kaizen has already won real federal civilian business: a $10M IDIQ with the VA, a ~$15M BPA with the Department of Commerce, and active conversations underway with SSA, OPM, USDA, CMS, State, SBA, HUD, FBI, and Rural Development. This person will own the full sales cycle across that portfolio of civilian agencies, turning early wins and warm conversations into a repeatable growth motion. That means navigating GSA MAS, IDIQs, BPAs, and agency task orders, and building direct relationships with program offices and contracting officers who are tired of being sold vaporware. At this level of seniority, we need someone who already knows how civilian federal agencies buy and can move without a playbook.

What You'll Do

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

• Build and execute Kaizen's FedCiv go-to-market strategy, expanding on existing wins with the VA and Department of Commerce into agencies like SSA, OPM, USDA, CMS, State, SBA, HUD, FBI, and Rural Development

• Navigate civilian procurement pathways, including GSA MAS, IDIQs, BPAs, and agency-specific task orders

• Build direct relationships with program offices, IT stakeholders, and contracting officers across civilian agencies

• Lead discovery sessions and in-person product demos, comfortable presenting independently without SE support

• Partner with Proposal & Capture and Design on solicitation responses, including positioning, requirements mapping, and project management

• Help agencies responsible for benefits, case management, and constituent services replace decades-old systems with something residents can actually use

What You'll Bring

• 10+ years of experience in sales or growth roles, with significant time spent selling into U.S. federal civilian agencies

• 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 civilian federal procurement vehicles and buying cycles

• Comfort demoing software independently, without SE support

• Proficiency with sales tools like Salesforce, Outreach, Gong, LinkedIn, and ZoomInfo

Strong Candidates May Also...

• Have existing relationships within agencies like SSA, HUD, USDA, or CMS

• Have experience selling benefits or case management modernization specifically

• Have a background navigating GWACs or large multi-award IDIQs

Don't Apply If...

• You want a book that's already built — this one has real wins, but most of the map is still open

• You're uncomfortable being the one who has to build the relationship from a cold or lukewarm start

• You think "government sales" means slow and passive — this can move as fast as the agency will let it

This isn't about closing another logo. It's about getting agencies that serve millions of people out of decades-old systems and into something residents can actually use.

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

• 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. For remote employees, $100/month dedicated to gym or physical fitness reimbursement.

Stipends

• $100/month utility stipend.

• $500/year professional development.

• $250/year recreation.

• $300/quarter pet care stipend.