Business Development Manager - Department of War (DoW) Portfolio

Business Development Manager – Department Of War

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.

Responsibilities

The Business Development Manager (BDM) – 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 BDM 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 BDM 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 BDM 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 BDM 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.

Qualifications

Basic Qualifications:

• Bachelor's degree required (Business, IT, Computer Science, Engineering, or related field).
• 5–8+ years of business development, capture, or sales experience within DoD/DoW or Federal Defense markets.
• Demonstrated success supporting or leading the identification, shaping, and pursuit of mid- to large-scale opportunities (>$25M preferred).
• Working knowledge of DoD/DoW acquisition processes (FAR/DFARS), procurement lifecycles, and agency buying patterns.
• Experience building and maintaining customer relationships across DoD components (e.g., Army, Air Force, Navy, 4th Estate).
• Proven ability to collaborate with cross-functional teams including capture, proposals, solution architects, program managers, and executives.
• Strong written and verbal communication skills, including customer engagement, briefings, and teaming discussions.
• Ability to manage multiple pursuits in a fast-paced, high-growth, competitive environment.

Professional & Leadership Attributes – Business Development Manager

• Self-driven, organized, and proactive with strong follow-through.
• Comfortable working in a mission-focused, collaborative environment.
• Professional communication style with confidence in customer-facing interactions.
• Strategic mindset with the ability to recognize customer needs, market trends, and competitor activity.
• Strong integrity, accountability, and commitment to high-quality work.
• Hands-on team player who can support capture efforts, drive pipeline activities, and coordinate internally to move opportunities forward.

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.

EEO Statement

• REI Systems is an Equal Opportunity Employer. We seek, welcome, and respect diversity in all of its forms.