Responsibilities

• Own the full federal sales cycle from outbound prospecting and discovery through demos, proposals, negotiations, and closing
• Build and execute Kaizen’s federal GTM strategy, developing a repeatable approach to reach federal agencies
• Navigate federal procurement processes such as GSA MAS, IDIQs, BPAs, agency-specific task orders, and multi-year modernization efforts
• Work closely with program offices, IT stakeholders, contracting officers, and installation staff to align Kaizen’s capabilities with agency needs
• Lead discovery sessions and tailored product demos, often onsite and in-person, to understand legacy workflows, pain points, mission priorities, and opportunities for modernization
• Work closely with operations, partnerships, and other GTM teammates to share insights and align on outbound strategy
• Partner with Proposal & Capture and Design to support solicitation response efforts, including positioning, requirements mapping, and project management
• Maintain disciplined pipeline management, forecasting, and activity tracking in Salesforce

Requirements

• 4–7 years of experience in sales, with at least 3 years of quota-bearing experience selling into U.S. federal agencies
• Proven ability to lead full-cycle sales processes with complex stakeholder landscapes
• Proven ability to navigate federal buying processes and procurement vehicles
• Comfortable demoing software independently, without SE support
• Proficiency in sales tools like Salesforce, Outreach, Gong, LinkedIn, and ZoomInfo
• High EQ, strong communication skills, and a thoughtful approach to relationship-building

Benefits

• Comprehensive medical through Oxford/United - Gold and Platinum PPO plans, with 85% of premiums covered on the Platinum plan and a $0 employee premium option.
• Dental through Guardian PPO and vision through Beam, with 99% of employee premiums covered and 50% for dependents.
• $100,000 in fully paid life insurance.
• FSA and Dependent Care FSA.
• 401(k) access through Guideline.
• 16 weeks of fully paid parental leave for birthing parents.
• 10 weeks fully paid for non-birthing parents.
• Unlimited PTO & closed for all federal holidays.
• Company-wide winter break the week of Christmas.
• One-time home office or desk setup stipend up to $750.