Federal Growth Lead, GovTech Sales
Overview
Own the full civilian federal sales cycle at Kaizen, a GovTech startup reaching 55 million Americans, and turn $25M in early wins into a repeatable growth motion. You will navigate GSA MAS, IDIQs, and BPAs to build direct relationships with program offices and contracting officers across agencies like VA, Commerce, SSA, and OPM. This role puts you at the center of replacing legacy systems with AI-native software that citizens deserve. You will move without a playbook, closing complex, multi-stakeholder deals that reshape public service delivery.
What You'll Do7
- 1Own the full civilian federal sales cycle end to end, from outbound prospecting through demos, proposals, negotiation, and close.
- 2Build and execute Kaizen's FedCiv go-to-market strategy, expanding on existing wins with VA and Commerce into agencies like SSA, OPM, USDA, CMS, State, SBA, HUD, FBI, and Rural Development.
- 3Navigate civilian procurement pathways, including GSA MAS, IDIQs, BPAs, and agency-specific task orders.
- 4Build direct relationships with program offices, IT stakeholders, and contracting officers across civilian agencies.
- 5Lead discovery sessions and in-person product demos, presenting independently without SE support.
- 6Partner with Proposal & Capture and Design on solicitation responses, including positioning, requirements mapping, and project management.
- 7Help agencies responsible for benefits, case management, and constituent services replace decades-old systems with something residents can actually use.
Requirements9
- 110+ years in sales or growth roles, with significant time selling into U.S. federal civilian agencies.
- 2Full-cycle enterprise sales track record, including closing complex, multi-stakeholder deals.
- 3Experience working large deals, with a track record of closing against a large quota.
- 4Fluency navigating civilian federal procurement vehicles and buying cycles.
- 5Comfort demoing software independently, without SE support.
- 6Proficiency with sales tools like Salesforce, Outreach, Gong, LinkedIn, and ZoomInfo.
- 7Existing relationships within agencies like SSA, HUD, USDA, or CMS preferred.
- 8Experience selling benefits or case management modernization specifically preferred.
- 9Background navigating GWACs or large multi-award IDIQs preferred.
Salary Insight
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