OverviewThe Business Development Director (BDD) - Department of War (DoW) at REI Systems is a senior growth leader responsible for
owning and driving net-new business development, pipeline creation, and bookings across DoW components (e.g., Army, Air Force, Navy/USMC, DISA, DHA, 4th Estate agencies).
This role is accountable for
full lifecycle business development, including
market intelligence, opportunity identification, qualification, shaping, and strategic pursuit leadership. The BDD will establish and expand
trusted advisor relationships with senior government stakeholders (SES, Flag-level, and Program Executive Offices) while positioning REI for long-term growth within the DoW ecosystem.
The BDD leads
pipeline development and account expansion strategies, owning a qualified pipeline aligned to REI's digital transformation portfolio. This includes
strategic account penetration, incumbent displacement strategies, and competitive positioning across key DoW accounts.
Typical pursuits range from
$50M-$100M+ across
IT modernization, application development, cyber, AI/ML, cloud, data, and mission-enabling services, leveraging REI's strengths in
Agile, DevSecOps, human-centered design, and advanced analytics.
The role requires deep understanding of the
DoD acquisition lifecycle, including
FAR/DFARS, and experience navigating and shaping opportunities across
IDIQs, GWACs, OTAs, SBIRs, and other federal procurement vehicles.
In partnership with Capture Managers, the BDD supports and influences
capture strategy, win themes, teaming strategy, price-to-win alignment, and proposal shaping activities (Black Hat, Blue Team, Gold Team reviews) to ensure REI is competitively positioned to win.
The BDD will also lead
partner ecosystem development, establishing and managing strategic relationships with large and small business partners to strengthen REI's position on priority pursuits.
This position partners closely with Capture Managers, Solution Architects, Pricing, Recruiting, Delivery, and Executive Leadership to ensure alignment from
opportunity identification through award and successful delivery, with direct impact on REI's revenue growth and market expansion within the DoW.
AI-Focused Responsibilities- Leverage AI-powered market intelligence to identify DoW mission trends, competitor shifts, S&T priorities, and pre-RFP indicators.
- Use AI-enabled tools for rapid opportunity assessments, customer analysis, risk reviews, and competitive insights.
- Apply AI to generate high-quality growth artifacts including call plans, value propositions, discriminator maps, storyboard drafts, and pursuit strategies.
- Integrate AI outputs into capture and solution strategies while enforcing accuracy, traceability, and compliance.
- Champion AI adoption across the BD and capture organization by modeling best practices and identifying new DoW-specific AI use cases.
QualificationsBasic Qualifications- Bachelor's degree required (Business, IT, Computer Science, Engineering, or related field).
- 10+ years of experience in IT business development or sales within DoW markets.
- Demonstrated success identifying, shaping, and winning large DoW programs (> $50M).
- Strong understanding of DoW acquisition processes (FAR/DFARS), budget cycles (POM), and agency buying patterns.
- Experience building customer relationships across multiple DoW components.
- Proven success leading cross-functional pursuit teams in complex environments.
- Excellent communication, executive engagement, and relationship-building skills.
- Ability to operate in a fast-paced, high-growth, highly competitive environment.
Professional & Leadership Attributes- Self-motivated, confident, and entrepreneurial.
- Thrives in a high-energy, mission-focused environment.
- Strong executive presence and polished communication style.
- Strategic thinker who anticipates customer needs and competitive shifts.
- Demonstrates integrity, humility, and strong values.
- Hands-on leader with the ability to execute and influence across teams.
Education- Bachelor's Degree in Business, Information Technology, Computer Science, Engineering, or a related technical field.
Clearance- Ability to obtain and maintain a DoW clearance strongly preferred; existing clearance highly desirable.
Location- Hybrid - 1 to 2 days per week at REI Systems' Sterling, VA office.
#LI-HYBRID
#LI-KS1
