Account Executive

WHO ARE WE? Government technology has failed the public for decades, and Americans have been conditioned to expect websites from the 90s for essential public services. Kaizen exists to strengthen trust in American public services by building technology that residents and public servants are proud to use. We partner with local, state, and federal agencies to replace legacy systems with modern, AI-native software that is worthy of the people they serve. We started in outdoor recreation, and now we're building toward something much larger — the software layer that powers how Americans access any government service. Our platform already reaches 40 million residents across 50+ agencies in 17 states. Founded in 2022 and based in New York City, Kaizen has raised $35 million from NEA, a16z, Accel, 776, and Carpenter Capital. We're builders, designers, and operators who believe that beautifully designed software shouldn’t be a luxury in government. It’s how you earn trust back. BEFORE YOU APPLY… This role has a significant travel component and requires an individual to have strong autonomy and an entrepreneurial mindset. It is a high-agency role where you will help drive planning and outcomes for your territory and own the full cycle of the sales process. We have tremendous respect for public servants and empathize with their pain points, so low ego and high EQ go a long way. LOCATION This is a remote-first role, but you must be comfortable traveling across your region. Expect up to 50% travel during peak seasons (conferences, onsite demos, and team sessions in NYC). WHO YOU ARE - You have a background in full-cycle sales, with a track record of closing enterprise and multi-stakeholder deals - You’re energized by in-person sales, relationship-building, and customer storytelling - You know how to sell a product that’s still evolving, and can get people excited about what it does today and what’s coming next - You’re scrappy and self-directed, you don’t wait for pipeline to be handed to you - You’re emotionally intelligent, humble, and excited to work with a team that values both speed and care WHAT YOU’LL DO - Lead the full sales cycle - from outbound prospecting to live demos, proposal management, contract negotiation, and closing - Own and execute a GTM plan for your territory, identifying high-priority customers and creatively breaking into accounts - Run tailored, high-impact product demos that highlight Kaizen’s values, address pain points, and align with customer goals - Self-motivated to spend up to 50% of your time in the field, as necessary - attending conferences, leading in-person demos, conducting educational sessions, and building relationships with public sector leaders - Maintain active communication with prospects, driving momentum and strengthening relationships across long sales cycles - Bring fresh approaches to government sales - we welcome creativity (and curiousity…!) - Work closely with operations, partnerships, and other GTM teammates to share insights and align on outbound strategy - Partner with Design and Engineering to relay customer feedback and help influence roadmap direction - Develop deep product expertise and stay sharp on competitive trends and the evolving govtech landscape - Maintain pipeline hygiene daily in CRM, ensuring visibility and alignment across the team WHAT YOU’LL BRING - 4–7 years of experience in sales, ideally in a high-growth startup (bonus points for past experience in SLED) - Proven ability to lead full-cycle enterprise sales processes by leveraging MEDDPIC, Challenger, and Force methodologies - Experience with field sales - Comfortable demoing software independently - Proficiency in sales tools: Salesforce, Outreach, Gong, LinkedIn, ZoomInfo, etc. - High EQ, strong communication skills, and a thoughtful approach to relationship-building WHAT KAIZEN OFFERS Health & Insurance - Comprehensive medical through Oxford/United — Gold and Platinum PPO plans, with 85% of premiums covered on t