Federal Growth Lead, Fourth Estate
Hybrid (Washington, D.C.)$200k - $250k + equity + bonusFull-timePosted 4w ago
About the role
Senior enterprise sales leader responsible for end-to-end sales across Fourth Estate agencies, driving land-and-expand growth, navigating defense procurement channels, and building repeatable go-to-market motions.
Responsibilities
- Own the full sales cycle end to end, from outbound prospecting through demos, proposals, negotiation, and close
- Build strategic account plans (DLA, DISA, and/or DFAS are priorities) and execute Kaizen's 4E strategy, developing a repeatable approach across the territory
- Navigate Fourth Estate procurement pathways, including GSA MAS, IDIQs, BPAs, OTAs, and agency-specific task orders
- Build direct relationships with program offices, IT and infrastructure stakeholders, and contracting officers across Fourth Estate agencies
- Lead discovery sessions and in-person product demos tailored to enterprise and shared-services workflows, comfortable presenting independently without SE support
- Partner with Proposal & Capture and Design on solicitation responses and pricing
Qualifications
- 10+ years of DoD (DoW) experience and experience working inside or with a 4E agency
- 5+ years in quota carrying sales or growth roles, with significant time selling into one or more 4E agency
- Full-cycle enterprise sales track record, including closing complex, multi-stakeholder deals
- Experience closing large enterprise IT deals
- Fluency navigating defense agency procurement vehicles and enterprise IT buying/authorization cycles
- Comfort demoing software independently, without SE support
- Proficiency with Salesforce or similar sales tools
- U.S. citizenship due to security/eligibility requirements for Department of War contracts
Skills
Required:Enterprise salesDefense procurement/agency buyingSales tools (Salesforce)Public speaking/demos
Benefits
- Health & Insurance: 100% coverage across medical, dental, vision; fully paid life insurance; One Medical membership; fertility support; 401(k) with 2% match
- Family & Time Off: 16 weeks parental leave for birthing, 10 weeks for non-birthing; Unlimited PTO with 2-week minimum; federal holidays; company winter break; offsites
- Office & Remote Setup: home office stipend; commuter benefit; expensed meals; late-work dinner/uber; company laptop
- Wellness: gym membership for NYC; fitness reimbursement for non-NYC
- Stipends: monthly utility stipend; quarterly home cleaning; annual professional development; annual recreation; quarterly pet care stipend
Last updated Oct 21, 2026. Interested? Apply on the company site.
About Kaizen Labs
Modern, people-first software for America’s public services
Kaizen Labs helps city administrators transform resident experiences with simple digital products like websites, resident permitting, and recreation management.
softwaredigital productspublic servicesrecreationpermittingcommunitygovernment
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