Business Development Director - Federal Civilian Portfolio

REI Systems, Inc.•Sterling, VA

53d•Hybrid

About The Position

REI Systems' mission is to deliver reliable and innovative technology solutions that empower federal, state, local, and nonprofit organizations to achieve their missions. For over 35 years, we've helped our customers solve complex challenges, make data-driven decisions, streamline processes, and improve citizen services. As a 100% employee-owned company, we are all directly invested in delivering excellence. With a fierce commitment to mission impact, we ensure measurable outcomes that align with our customers' strategic goals. We offer the same commitment to our employees by providing professional development, meaningful projects, and flexibility to spend time with family and friends. We believe employees are at their best when fulfilled in both their professional careers and their personal lives. Learn more at www.REIsystems.com. Employees voted REI Systems a Washington Post Top Workplace in 2015, 2016, 2018, 2020, 2021, 2022, 2023, 2024, and 2025! Overview: The Business Development Director (BDD) - Federal Civilian is a senior growth leader responsible for identifying, cultivating, and advancing strategic customer relationships to generate new business across federal civilian agencies (e.g., DOT, USDA, GSA, USPTO). This role combines pipeline development, opportunity shaping, early capture strategy, teaming strategy, and account expansion with target agencies. Typical pursuit sizes range from $50M-$100M+ in IT services and solutions. The BDD works closely with Capture Managers, Solution Architects, Pricing, Delivery, and Executive Leadership to ensure REI is competitively positioned to win and deliver.

Requirements

Bachelor's degree required (Business, IT, Computer Science, or related fields).
10+ years of experience in IT business development or sales within federal civilian markets.
Proven ability to identify, shape, and win large federal civilian contracts (> $50M).
Strong understanding of Federal acquisition processes and agency buying trends.
Demonstrated success leading cross-functional pursuit teams.
Strong communication and executive relationship-building skills.
Ability to navigate 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.

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 for target agencies (Commerce, USDA, GSA, USPTO, etc.).
Understand each agency's mission, modernization roadmap, procurement vehicle usage, and tailor REI's strategy accordingly.
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, generativeâ AI) and embed these capabilities into capture and solution strategies.