Federal Growth Lead, GovTech Sales
Overview
You will own the full sales cycle for the Department of War (DoW) at Kaizen, turning an early relationship into a repeatable growth engine across military service branches. You will work with a 55-million-user platform and a $35M-funded mission to modernize government software. You will navigate defense-specific procurement pathways and build trust with program offices, contracting officers, and installation staff. This role demands fluency in DoW buying cycles and a track record of closing complex, multi-stakeholder deals.
What You'll Do6
- 1Open new program relationships within the DoW and military branches through targeted outbound prospecting and warm introductions.
- 2Run demos and discovery sessions tailored to defense workflows, presenting the product independently without SE support.
- 3Navigate procurement pathways including OTAs, BAAs, SBIR/STTR, and service-specific task orders to close deals.
- 4Build and execute a DoW go-to-market strategy that converts a single foothold into a repeatable sales motion.
- 5Partner with Proposal & Capture and Design teams on solicitation responses, mapping requirements to Kaizen's capabilities.
- 6Advocate for the mission internally, connecting team members with the impact of modern tech on troops and their families.
Requirements7
- 110+ years in sales or growth roles, with a majority selling into the Department of War or broader military services.
- 2Full-cycle enterprise sales record, closing complex multi-stakeholder deals.
- 3Track record of closing large deals, not just managing large quotas.
- 4Fluency in defense procurement vehicles and buying cycles.
- 5Comfort demoing software independently, without SE support.
- 6Proficiency with sales tools like Salesforce, Outreach, Gong, LinkedIn, and ZoomInfo.
- 7U.S. citizenship required for DoW contracts.
Salary Insight
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