Business Development Director - Federal Civilian Portfolio

REI Systems • Sterling, VA

1d • Hybrid

About The Position

REI Systems' mission is to deliver reliable, innovative technology solutions that advance Federal clients' missions and exceed their expectations. Our technologists and consultants are passionate about solving complex challenges that impact millions of lives. We take a Mindful Modernization® approach in delivering our services—including application modernization, grants management, case management systems, government data analytics, AI/ML solutions, and advisory services. This approach, the REI Way, ensures mission impact by aligning strategic objectives with measurable outcomes through people, processes, and technology. REI is rapidly expanding its use of Artificial Intelligence and Machine Learning to help federal agencies work more efficiently, modernize legacy processes, accelerate decision-making, and harness data at scale. We expect our leaders to understand how AI can enable new capabilities, shape capture strategies, and differentiate REI in the marketplace. Employees voted REI Systems a Washington Post Top Workplace in 2015, 2016, 2018, 2020, 2021, 2022, 2023, 2024, and 2025!

Requirements

• Bachelor’s degree in Business, Information Technology, Computer Science, or related field
• 10+ years of experience in IT business development or sales within federal civilian markets, including agencies such as GSA, DOT, OCC, USDA, and USPTO
• Proven ability to identify, shape, and win large federal civilian contracts ( $50M+ )
• Strong understanding of federal acquisition processes, including experience with GSA MAS and federal acquisition IDVs, and agency buying trends
• Demonstrated success leading cross-functional pursuit teams
• Strong communication skills and executive-level relationship building
• Ability to operate effectively in a fast-paced, high-growth environment
• Self-motivated, confident, and entrepreneurial.
• Thrives in a high-energy, fast-paced environment.
• Strong executive presence with an engaging communication style.
• Creative thinker with strategic insight and flexibility.
• Demonstrates high integrity, humility, and strong values.
• Hands-on and collaborative approach — able to both lead and execute effectively.
• Bachelor’s Degree in Business, Information Technology, Computer Science, or another technical related field.
• Ability to obtain and maintain a clearance is preferred.

Nice To Haves

• Ability to obtain and maintain a clearance is preferred.

Responsibilities

• Drive proactive opportunity identification and qualification.
• Build and maintain a healthy pipeline aligned with corporate strategy.
• Use market intelligence to identify target bids and shape early-stage engagements.
• Lead account planning and growth strategy for target federal civilian agencies including DOT, OCC, USDA, GSA, and USPTO.
• Develop a deep understanding of each agency’s mission, modernization priorities, and procurement landscape, including use of GSA MAS and federal acquisition IDVs.
• Shape REI’s positioning, solution approach, and customer engagement strategy to align with agency priorities, buying behaviors, and contract vehicles.
• Identify and prioritize high-value opportunities and align account strategies to drive pipeline growth and win probability.
• Engage with agency stakeholders early to influence acquisition strategies and position REI as a trusted partner.
• Lead or support ‘shape’ activities such as white papers, RFIs, and industry day responses.
• Lead the qualification process for major pursuits.
• Evaluate opportunity viability, resource needs, win themes, competition, risk, and cost drivers.
• Bring rigor to milestone reviews and solutioning sessions.
• Work closely with Capture Managers, Solutioning/Delivery leads, Pricing, Recruiting, and Executive Leadership to ensure alignment and delivery viability.
• Develop and maintain relationships with primes, subs, and system integrators.
• Negotiate teaming agreements and build strategic alliances to strengthen capture positions.
• Maintain a robust CRM / pipeline tool with accurate forecasting and status updates.
• Present opportunities and capture strategy progress to senior leadership.
• Represent REI at industry conferences, agency engagements, and teaming events to elevate REI’s brand in the federal civilian market.
• Stay ahead of technology trends (AI/ML, cloud/edge, data analytics, automation, generative AI) and embed these capabilities into capture and solution strategies.
• Leverage AI-powered market intelligence tools to identify trends, competitor shifts, and customer priorities across Federal Civilian.
• Use AI-enabled search, research, and summarization capabilities to accelerate opportunity assessments, customer analysis, and shaping strategies.
• Apply AI to generate high-quality business development and capture artifacts (e.g., call plans, discriminator maps, draft sections, proposal storyboards) at speed and scale.
• Integrate AI outputs into win strategies, ensuring accuracy, alignment with customer missions, and compliance with REI’s quality standards.
• Champion AI adoption across the business development team—modeling best practices, identifying new use cases, and strengthening AI maturity within Growth.

Benefits

• $190,000 – $250,000 base salary + performance-based bonus/incentives
• 100% employee-owned (ESOP) — share directly in company growth
• Comprehensive medical, dental, vision + HSA contributions
• 401(k) with automatic enrollment (6%) + company-paid life & disability
• Hybrid work + generous PTO + 11 paid holidays
• Wellness programs, mental health support, and professional development opportunities

What This Job Offers

• Job Type: Full-time
• Career Level: Senior