The RoleKaizen 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.
LocationBased 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 OffersHealth & 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.
