REI · 1 month ago
Business Development Manager – Department of War (DoW) Portfolio
Sterling, VA
Full-time
Hybrid
Senior Level
5+ years expREI Systems is a technology solutions provider focused on advancing federal missions. They are seeking a Business Development Manager to lead strategic customer relationships and drive new business opportunities within the Department of War, focusing on IT modernization and AI/ML solutions.
ApparelConsumer GoodsE-CommerceFashionManufacturingOutdoorsRetailSporting GoodsSports
No H1B
U.S. Citizen Only
Responsibilities
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
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
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
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
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
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
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 DoW conferences, industry days, AFCEA events, and component-level forums
Elevate REI’s visibility within DoW leadership, program offices, and acquisition communities
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
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
Qualification
Required
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
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
Preferred
Demonstrated success supporting or leading the identification, shaping, and pursuit of mid- to large-scale opportunities (>$25M preferred)
Ability to obtain and maintain a DoW clearance strongly preferred; existing clearance highly desirable
Company
REI
At Recreational Equipment, Inc. (REI), we exist to inspire and enable life outside for everyone.
10001+ employees
Funding
Current Stage
Late StageLeadership Team
Ken Voeller
Divisional Vice President | Store Operations
Michelle Kirkpatrick
VP FP&A and ERP Transformation Program
Recent News
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2026-01-16
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