Responsibilities

Fourth Estate (4E) agencies don't show up in headlines the way the military services do, but they own the enterprise systems and shared infrastructure every service depends on. Win here and it travels: DISA's network touch nearly every DoD system, and DLA alone obligates tens of billions a year running through platforms like DIBBS. Kaizen already has a foothold in the department: the counter-drone marketplace we built for JIATF-401 is live on cuas.mil, running on the same kind of shared, enterprise-grade authorization and hosting infrastructure that Fourth Estate agencies maintain for the rest of DoD. This person will own the full sales cycle across the Fourth Estate, turning that early credibility into a repeatable growth motion. This is a land and expand motion. Land a 4E agency and expand elsewhere. Given the seniority of this hire, we need someone who already understands how defense agencies buy and operate as enterprise-wide service providers, not someone learning federal procurement for the first time.
Based in the DC area. Hybrid, with frequent travel to Fourth Estate agency headquarters, program offices, and conferences — expect 20–30% travel, higher during peak seasons.
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
What You'll Bring
10+ years of DoW experience and experience working inside or with a 4E agency
5+ years in quota carrying sales or growth roles, with a significant majority of that time spent selling into one or more 4E agency
A full-cycle enterprise sales track record, including closing complex, multi-stakeholder deals

Federal Growth Lead, Fourth Estate at Kaizen Labs · LumiJobs

Federal Growth Lead, Fourth Estate

Responsibilities

Qualification

Required

Benefits

Company

Kaizen Labs

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