Business Development Director – Department of War (DoW) Portfolio

REI Systems•Sterling, VA

12h•Hybrid

About The Position

REI Systems’ mission is to deliver reliable, innovative technology solutions that advance federal missions and exceed expectations. For 35+ years, REI has supported government organizations with technology that transforms operations and improves outcomes for millions of citizens, warfighters, and analysts. We take a Mindful Modernization® approach in delivering our services—including application modernization, cyber readiness, case management, logistics systems, data engineering, AI/ML solutions, and digital transformation programs. This approach ensures measurable mission impact by aligning people, processes, and technology to DoW's operational environment and readiness objectives. REI is rapidly expanding its use of Artificial Intelligence and Machine Learning to help federal agencies—including DoW—enhance mission speed, improve situational awareness, modernize legacy systems, strengthen cybersecurity, and deliver real-time insights at enterprise scale. We expect our growth leaders to understand how AI enables new mission capabilities, shapes capture strategies, and differentiates REI in highly competitive DoW markets. Employees voted REI Systems a Washington Post Top Workplace in 2015, 2016, 2018, 2020, 2021, 2022, 2023, 2024, and 2025.

Requirements

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.
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.

Nice To Haves

Ability to obtain and maintain a DoW clearance strongly preferred; existing clearance highly desirable.

Responsibilities

Pipeline & Opportunity Development Drive proactive identification and qualification of high-value DoW opportunities.
Build and maintain a healthy DoW pipeline aligned with corporate growth priorities and target portfolios.
Use DoW market intelligence (FPDS, program roadmaps, tech priorities) to identify upcoming bids and influence early-stage alignment.
Market & Account Strategy Lead account planning for priority DoW components (Air Force, Army, Navy/USMC, DISA, DHA, COCOMs).
Understand each organization’s mission drivers, operational challenges, acquisition strategies, and technology initiatives.
Tailor REI’s positioning to DoW-specific needs such as cyber posture, data modernization, logistics, and readiness solutions.
Capture-Ready Positioning Engage with DoW stakeholders early to shape acquisition approaches and requirements.
Drive early Phase 0 capture activities: white papers, RFIs, tech demos, thought leadership engagements, capability briefings, and solutioning workshops.
Position REI as a trusted digital modernization and AI-focused partner.
Go/No-Go Governance Lead qualification for major DoW pursuits.
Evaluate mission fit, competitive landscape, security requirements, resources, win themes, risks, and pricing parameters.
Bring rigor and structure to capture milestone reviews and solution development.
Cross-Functional Collaboration Work closely with Capture Managers, Solutioning/Delivery leads, Pricing, Recruiting, and Executive Leadership.
Ensure solutions address DoW mission requirements, technical needs, and delivery feasibility.
Partner with Recruiting to build cleared and partially cleared pipelines aligned to pursuits.
Teaming & Alliance Management Build and maintain relationships with primes, subs, integrators, FFRDCs, and niche DoW technology firms.
Help identify both large-system integrator partners and agile innovation partners.
Negotiate teaming agreements that strengthen technical differentiation and customer access.
Forecasting & Reporting Maintain historical and forward-looking forecasting in REI’s CRM.
Provide regular pipeline health updates, gate reviews, and strategic assessments to senior leadership.
Representation & Branding Represent REI at DoW conferences, industry days, AFCEA events, and component-level forums.
Elevate REI’s visibility within DoW leadership, program offices, and acquisition communities.
Innovation & Solution Enablement Stay ahead of emerging technologies that drive DoW priorities: cyber resilience, zero trust, AI/ML, M&S, cloud/edge, data fabrics, DevSecOps, RPA, and mission analytics.
Tie these technologies to customer-specific mission needs and modernization pathways.
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.