Business Development Manager – Department of War (DoW) Portfolio

Responsibilities

• Owning and driving net-new business development, pipeline creation, and bookings across DoW components.
• Full lifecycle business development, including market intelligence, opportunity identification, qualification, shaping, and strategic pursuit leadership.
• Establishing and expanding trusted advisor relationships with senior government stakeholders (SES, Flag-level, and Program Executive Offices).
• 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.
• Leverage AI-powered market intelligence to identify DoW mission trends, competitor shifts, S&T priorities, and pre-RFP indicators.
• 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.

Qualifications

• 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.
• Able to manage multiple pursuits in a fast-paced, high-growth, competitive environment.

Professional & Leadership Attributes

• 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.