Federal Growth Lead, Air Force / Space Force
At a glance
Senior Growth Marketing role at Kaizen Labs. Washington · full-time · $200,000–$250,000 base.
Growth Roles summary, based on the employer's posting.
What you'll do
- Run Air Force and Space Force deals from prospecting through demonstrations, proposals, negotiation, and close
- Create account plans and a repeatable growth motion across AFMC, major commands, and installations
- Work through OT awards, GSA MAS, IDIQs, BPAs, and installation task orders
- Build relationships with AFLCMC, base leaders, and contracting officers across both services
- Lead tailored discovery and software demos, then support proposal responses, pricing, and industry events
What you bring
- At least ten years working with the Department of War, including experience inside USAF or USSF
- At least five years carrying a sales quota or leading growth, mostly selling to Air Force or Space Force buyers
- A history of closing complex enterprise deals involving multiple stakeholders and substantial contract value
- Working knowledge of Air Force and Space Force programs, purchasing vehicles, and buying timelines
- U.S. citizenship and the ability to demonstrate software independently using sales tools such as Salesforce
Who this fits
You’ll suit a senior federal seller who already understands Air Force or Space Force procurement and can open relationships from a standing start. The role is based in the DC area, follows a hybrid model, and involves frequent installation, program-office, and conference travel at roughly thirty to forty percent. U.S. citizenship is required; an existing clearance, especially TS/SCI, is preferred.
From the employer
Government technology has failed citizens, public servants, and service members for decades.
Kaizen powers America’s application layer. We replace the legacy systems federal agencies run on with modern software, built with craft. The ticketing platform a resident uses to visit a presidential library. The marketplace DoW uses for counter-drone procurement to protect lives and critical infrastructure. The system a Veteran uses to access benefits. We build systems of record, of national consequence. Our AI-native modules and harness allow us to do so in weeks and months, not years.
This year, our revenue has grown 35x. Next year, our software will serve over 100 million Americans across dozens of federal agencies.
Founded in 2022 and based in New York City and DC, Kaizen has raised $35 million from NEA, a16z, Accel, 776, and Carpenter Capital.
The Role
Kaizen already has a foothold inside the Department of War: the counter-drone marketplace we built for JIATF-401 is live on cuas.mil, carrying 20 vetted vendors and transacting for 20 partner nations. Air Force is the next front — a service with its own acquisition culture, its own program offices, and its own version of the legacy-system fatigue Kaizen was built to fix. This person will own the full sales cycle across the Department of the Air Force — Air Force and Space Force together — from opening new relationships inside AFLCMC and its program offices through demos, procurement, and close, building a repeatable motion across major commands and installations rather than chasing a single flagship win. The work means knowing how the Air Force actually buys, whether through OT pathways or more traditional program-of-record channels, and building trust with program offices, contracting officers, and installation staff who've watched vendors overpromise before. Given the seniority of this hire, we need someone who already speaks Air Force fluently, not someone learning federal procurement for the first time.
Location
Based in the DC area. Hybrid, with frequent travel to Air Force and Space Force installations, program offices, and conferences — expect 30–40% travel, higher during peak seasons.
What You'll Do
Own the full Air Force and Space Force sales cycle end to end, from outbound prospecting through demos, proposals, negotiation, and close
Build strategic account plans and execute Kaizen's AF/USSF strategy, developing a repeatable approach across the territory
Turning a standing start into a repeatable motion across AFMC and other major commands and installations
Navigate Air Force- and Space Force-specific procurement pathways, OT awards, GSA MAS, IDIQs, BPAs, and installation-level task orders
Build direct relationships within AFLCMC, installation leadership, and contracting officers across Air Force and Space Force bases
Lead discovery sessions and in-person product demos tailored to Air Force and Space Force workflows, comfortable presenting without SE support
Partner with Proposal & Capture and Design on solicitation responses and pricing
Represent Kaizen at Air Force and Space Force focused industry days and conferences to build pipeline and presence across the service
What You'll Bring
10+ years of DoW experience, with experience working inside the USAF or USSF
5+ years in quota carrying sales or growth roles, with a significant majority of that time spent selling into the AF or USSF
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 Air Force and Space Force major programs, procurement vehicles and buying 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 is preferred.
Have existing relationships within AFMC, SSC, or a specific major command
Have experience with an Air Force/Space Force software factory (e.g., Kessel Run, Platform One), or selling quality-of-life, base services, or enterprise IT modernization programs
Don't Apply If...
You need an account plan that's already built — Air Force is a standing start for Kaizen, and most of the map is unclaimed
You're not comfortable being the one who has to earn trust from a program office that's been burned before
You'd rather sell into a service you already know than open new relationships from scratch
This isn't about closing another logo. It's about getting modern technology in front of the airmen, guardians, and families who keep the mission running — who deserve 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.
$100,000 in fully paid life insurance. FSA and Dependent Care FSA.
One Medical membership, on us — same-day primary care, 24/7 virtual visits, and offices all over the city.
Fertility and family-building support through Carrot.
401(k) through Guideline, with a 2% company match.
Family & Time Off
16 weeks of fully paid parental leave for birthing parents. 10 weeks fully paid for non-birthing parents.
Unlimited PTO, with a two-week minimum (we mean it when we say take time off!)
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.
Non-NYC employees: $100 per month, dedicated to gym / physical fitness reimbursement.
Stipends
$100/month utility stipend.
$500/year professional development.
$250/year recreation.
$300/quarter pet care stipend.
Not this one either?
Claude or ChatGPT reads the other 90,537 for you.
Get better matches →
