Federal Growth Lead, Navy

kaizenlabs; United States; Hybrid; USD 180,000 - 270,000; Full time

Benefits offered by this job

Health insurance 100% for employees &

Dental & vision coverage

Life insurance $100k

One Medical membership

401(k) with company match

Job summary

Kaizen seeks a senior Navy sales leader to own the full cycle from outbound prospecting to close, building a repeatable motion across Navy commands, program offices, and fleet installations. You will speak Navy fluently and develop multi-year account strategies in a zero-book environment.

You will close complex deals, navigate SBIR/STTR and OTA pathways, and demo software independently to procurement officers and leadership. This role requires travel to Navy offices and industry events.

Qualifications

• 10+ years of experience working in or with the Department of the Navy, including time in a quota-carrying role building a Navy book of business from zero.
• A full-cycle enterprise sales track record, including closing complex, multi-stakeholder deals.
• A history of carrying a large quota and actually closing against it.
• Fluency in Navy procurement vehicles and buying cycles, including SBIR/STTR and OTA pathways.
• Comfort demoing software on your own, and proficiency with tools like Salesforce, Outreach, Gong, LinkedIn, and ZoomInfo.
• U.S. citizenship, given the security and eligibility requirements tied to Department of War contracts.

Responsibilities

• Own the full Navy sales cycle end to end, from outbound prospecting through demos, proposals, negotiation, and close, against a quota.
• Build and execute Kaizen's Navy account strategy, creating a repeatable approach across systems commands, PEOs, and fleet and installation customers.
• Navigate Navy procurement pathways, including Navy SBIR/STTR, OTAs, CSOs, GSA MAS, IDIQs, BPAs, and installation-level task orders.
• Build direct relationships with program offices such as PEO Digital, NAVWAR, NAVSEA, and NAVAIR, along with fleet leadership and contracting officers.
• Lead discovery sessions and product demos tailored to Navy workflows, without SE support.
• Partner with Proposals and Design on solicitation responses for Navy opportunities, including positioning, requirements mapping, and project management.
• Represent Kaizen at Navy industry days and conferences, and put modern software in front of the Sailors, civilians, and families who keep the fleet running

Skills

Navy sales experience

Enterprise sales

Quota-bearing closing

Navy procurement knowledge

Software demos

Tools

Salesforce

Outreach

Gong

LinkedIn

ZoomInfo

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.

Location

Washington, DC area preferred. Hybrid, with frequent travel to Navy program offices, systems commands, fleet installations, and industry events. Expect 30 to 40% travel, higher during peak seasons.

The Role

The Department of the Navy is one of the largest buyers in Kaizen's addressable market, and today nobody at Kaizen owns it. This person will own the full Navy sales cycle and build a repeatable motion across systems commands, program executive offices, and fleet and installation customers, rather than chasing a single flagship win. The work means going deep on Navy buying cycles, finding pathways to enterprise programs at organizations like PEO Digital and NAVWAR, and earning trust with program offices and contracting officers who have been burned by legacy vendors before. It also means building from zero: there is no existing book of business to inherit, so you will create the multi-year account strategy and then execute it. We need someone who already speaks Navy fluently, not someone learning federal procurement for the first time.

What You'll Do

• Own the full Navy sales cycle end to end, from outbound prospecting through demos, proposals, negotiation, and close, against a quota
• Build and execute Kaizen's Navy account strategy, creating a repeatable approach across systems commands, PEOs, and fleet and installation customers
• Navigate Navy procurement pathways, including Navy SBIR/STTR, OTAs, CSOs, GSA MAS, IDIQs, BPAs, and installation-level task orders
• Build direct relationships with program offices such as PEO Digital, NAVWAR, NAVSEA, and NAVAIR, along with fleet leadership and contracting officers
• Lead discovery sessions and product demos tailored to Navy workflows, without SE support
• Partner with Proposals and Design on solicitation responses for Navy opportunities, including positioning, requirements mapping, and project management
• Represent Kaizen at Navy industry days and conferences, and put modern software in front of the Sailors, civilians, and families who keep the fleet running

What You'll Bring

• 10+ years of experience working in or with the Department of the Navy, including time in a quota-carrying role building a Navy book of business from zero
• A full-cycle enterprise sales track record, including closing complex, multi-stakeholder deals
• A history of carrying a large quota and actually closing against it
• Fluency in Navy procurement vehicles and buying cycles, including SBIR/STTR and OTA pathways
• Comfort demoing software on your own, and proficiency with tools like Salesforce, Outreach, Gong, LinkedIn, and ZoomInfo
• U.S. citizenship, given the security and eligibility requirements tied to Department of War contracts

Strong Candidates May Also...

• Currently hold a US security clearance, Secret or higher.
• Have existing relationships within PEO Digital, NAVWAR, NAVSEA, NAVAIR, NavalX, or ONR
• Have sold base services, quality-of-life, or enterprise IT modernization programs to the Navy

Don't Apply If...

• You need a mature, well-worn procurement pathway to move. Kaizen's Navy presence is being built from zero.
• You're not comfortable hearing "no" for six months before you hear "yes."
• You'd rather resell programs 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 sailors and families who keep the mission running, and 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.

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