Business Development Director - Federal Civilian Portfolio

Responsibilities

• 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.
• 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.
• 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.
• 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.
• Work closely with Capture Managers, Solutioning/Delivery leads, Pricing, Recruiting, and Executive Leadership to ensure alignment and delivery viability.
• Develop and maintain relationships with primes, subs, and system integrators.
• Negotiate teaming agreements and build strategic alliances to strengthen capture positions.
• Maintain a robust CRM / pipeline tool with accurate forecasting and status updates.
• Present opportunities and capture strategy progress to senior leadership.
• Represent REI at industry conferences, agency engagements, and teaming events to elevate REI’s brand in the federal civilian market.
• Stay ahead of technology trends (AI/ML, cloud/edge, data analytics, automation, generative AI).
• Leverage AI-powered market intelligence tools to identify trends, competitor shifts, and customer priorities across Federal Civilian.
• 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

• 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.
• Able to operate effectively in a fast-paced, high-growth environment.
• Self-motivated, confident, and entrepreneurial.
• Thrive 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.