Business Development Director – Department of War (DoW) Portfolio

Responsibilities

• Owning and driving net-new business development, pipeline creation, and bookings across DoW components.
• Establishing and expanding trusted advisor relationships with senior government stakeholders.
• Leading pipeline development and account expansion strategies, owning a qualified pipeline aligned to REI’s digital transformation portfolio.
• Strategic account penetration, incumbent displacement strategies, and competitive positioning across key DoW accounts.
• Leveraging AI-powered market intelligence to identify DoW mission trends, competitor shifts, S&T priorities, and pre-RFP indicators.
• Using AI-enabled tools for rapid opportunity assessments, customer analysis, risk reviews, and competitive insights.
• Generating high-quality growth artifacts including call plans, value propositions, discriminator maps, storyboard drafts, and pursuit strategies.
• Integrating AI outputs into capture and solution strategies while enforcing accuracy, traceability, and compliance.
• Championing AI adoption across the BD and capture organization by modeling best practices and identifying new DoW-specific AI use cases.

Qualifications

• 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.