Business Development Director - Federal Civilian Portfolio

Overview

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!

Responsibilities

Position Overview: 

The Business Development Director (BDD) – Federal Civilian is a senior growth leader responsible for driving strategic business development across federal civilian agencies including DOT, OCC, USDA, GSA, and USPTO.

We are seeking a leader with strong experience in GSA MAS and federal acquisition IDVs, with the ability to identify, shape, and advance qualified opportunities within GSA-led and federal civilian procurement environments.

This role combines pipeline development, opportunity shaping, early capture strategy, teaming strategy, and account expansion across target agencies, with typical pursuit sizes ranging from $50M–$100M+ in federal IT services and solutions.

The BDD works closely with Capture Managers, Solution Architects, Pricing, Delivery, and Executive Leadership to position REI competitively, influence pursuit strategies, and drive successful contract awards.

Key Responsibilities

Pipeline & Opportunity Development:

• 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.

Market & Account Strategy:

• 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

Capture‑Ready Positioning:

• 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.

Go/No‑Go Governance:

• 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.

Cross‑Functional Collaboration:

• Work closely with Capture Managers, Solutioning/Delivery leads, Pricing, Recruiting, and Executive Leadership to ensure alignment and delivery viability.

Teaming & Alliance Management:

• Develop and maintain relationships with primes, subs, and system integrators.
• Negotiate teaming agreements and build strategic alliances to strengthen capture positions.

Forecasting & Reporting:

• Maintain a robust CRM / pipeline tool with accurate forecasting and status updates.
• Present opportunities and capture strategy progress to senior leadership.

Representation & Branding:

• Represent REI at industry conferences, agency engagements, and teaming events to elevate REI’s brand in the federal civilian market.

Innovation & Solution Enablement:

• Stay ahead of technology trends (AI/ML, cloud/edge, data analytics, automation, generative AI) and embed these capabilities into capture and solution strategies.

AI-Focused Responsibilities:

• 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.

Qualifications

Basic Qualifications:

• 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

Professional & Leadership Attributes:

• 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.

Education: Bachelor’s Degree in Business, Information Technology, Computer Science, or another technical related field.

 

Clearance: Ability to obtain and maintain a clearance is preferred.

 

Location: Hybrid – 1 to 2 days per week at REI Systems’ Sterling, VA office.

 

Compensation & Benefits:$190,000 – $250,000 base salary + performance-based bonus/incentives100% employee-owned (ESOP) — share directly in company growthComprehensive medical, dental, vision + HSA contributions401(k) with automatic enrollment (6%) + company-paid life & disabilityHybrid work + generous PTO + 11 paid holidaysWellness programs, mental health support, and professional development opportunities

 

EEO Statement: REI Systems is an Equal Opportunity Employer. In our workplace, we seek, we welcome, and respect diversity in all of its forms.  

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