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REI Systems · 1 month ago

Business Development Director – Department of Defense (DoD) Portfolio

US-VA-Sterling

Full-time

Hybrid

Director/Executive

10+ years exp

REI Systems is a company dedicated to delivering innovative technology solutions for federal missions. They are seeking a Business Development Director focused on the Department of Defense to identify and cultivate strategic customer relationships, drive pipeline development, and lead account strategy to enhance business opportunities within the DoD.

Cloud ComputingDevOpsEnterprise SoftwareOpen SourceSoftware

No H1B

U.S. Citizen Only

Responsibilities

Drive proactive identification and qualification of high-value DoD opportunities

Build and maintain a healthy DoD pipeline aligned with corporate growth priorities and target portfolios

Use DoD market intelligence (FPDS, program roadmaps, tech priorities) to identify upcoming bids and influence early-stage alignment

Lead account planning for priority DoD 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 DoD-specific needs such as cyber posture, data modernization, logistics, and readiness solutions

Engage with DoD 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

Lead qualification for major DoD 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

Work closely with Capture Managers, Solutioning/Delivery leads, Pricing, Recruiting, and Executive Leadership

Ensure solutions address DoD mission requirements, technical needs, and delivery feasibility

Partner with Recruiting to build cleared and partially cleared pipelines aligned to pursuits

Build and maintain relationships with primes, subs, integrators, FFRDCs, and niche DoD technology firms

Help identify both large-system integrator partners and agile innovation partners

Negotiate teaming agreements that strengthen technical differentiation and customer access

Maintain historical and forward-looking forecasting in REI’s CRM

Provide regular pipeline health updates, gate reviews, and strategic assessments to senior leadership

Represent REI at DoD conferences, industry days, AFCEA events, and component-level forums

Elevate REI’s visibility within DoD leadership, program offices, and acquisition communities

Stay ahead of emerging technologies that drive DoD 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

Leverage AI-powered market intelligence to identify DoD 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 DoD-specific AI use cases

Qualification

DoD acquisition processesIT business developmentAI/ML solutionsCross-functional collaborationCustomer relationship managementPipeline developmentStrategic thinkingExecutive engagementEntrepreneurial mindsetHumilityCommunicationRelationship-buildingSelf-motivatedIntegrity