Federal Growth Lead, Fourth Estate

The Role

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.

Location

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.

What You'll Do

• 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

• Experience working large deals — not just carrying a large number, but a track record of actually closing against it

• Fluency navigating defense agency procurement vehicles and enterprise IT buying/authorization cycles

• Comfort demoing software independently, without SE support

• Proficiency with sales tools like Salesforce

• U.S. citizenship, given the security and eligibility requirements tied to Department of War contracts

Strong Candidates May Also...

• Currently possess a U.S. security clearance. TS/SCI eligibility is preferred.

• Have strong existing relationships within DISA, DLA, and/or DFAS today. Other 4E agencies are beneficial and may be considered, but the priority is DISA, DLA and/or DFAS

• Have experience selling enterprise IT modernization, logistics, or shared-services platforms into large, distributed government organizations

Don't Apply If...

• You want a book that's already built — this is a standing start for Kaizen, and most of the map is open

• You're only interested in agencies with name recognition — Fourth Estate wins are often the highest-leverage in the department, because they cascade to every service that depends on them

• You'd rather sell one product to one customer than a shared-services capability to an agency serving the entire department

This isn't about closing another logo. It's about modernizing the infrastructure every branch of the military quietly depends on — infrastructure that deserves better than another decade of legacy systems.

What Kaizen Offers

Health & Insurance

• 100% coverage across the board: medical through Oxford/United (Gold and Platinum PPO plans), dental through Guardian PPO, and vision through Beam — all fully covered for employees, with 100% coverage for dependents.

• Fertility and family-building support through Carrot.

Family & Time Off

• 16 weeks of fully paid parental leave for birthing parents. 10 weeks fully paid for non-birthing parents.

• Closed for all federal holidays.

• Company-wide winter break the week of Christmas.

• Company offsites throughout the year.

Office & Remote Setup

• Up to $750 one-time home office or desk setup stipend for NYC-based employees. $500 for remote employees.

• $50/month commuter benefit (company contribution).

• Expensed lunch while in the office.

• Company-provided laptop of your choice.

Wellness

• NYC employees: Fully covered gym membership at Grindhouse — right across the street from our office at 47 W 17th St (and in Williamsburg). A $225/month value, on us.

Stipends

• $100/month utility stipend.

• $500/year professional development.

• $250/year recreation.

• $300/quarter pet care stipend.