Senior Business Development Manager - Federal Civilian Portfolio

REI Systems’ mission is to deliver reliable, innovative technology solutions that advance Federal clients' missions and exceed their expectations. Our technologists and consultants are passionate about solving complex challenges that impact millions of lives. We take a Mindful Modernization® approach in delivering our services—including application modernization, grants management, case management systems, government data analytics, AI/ML solutions, and advisory services. This approach, the REI Way, ensures mission impact by aligning strategic objectives with measurable outcomes through people, processes, and technology.

REI is rapidly expanding its use of Artificial Intelligence and Machine Learning to help federal agencies work more efficiently, modernize legacy processes, accelerate decision-making, and harness data at scale. We expect our leaders to understand how AI can enable new capabilities, shape capture strategies, and differentiate REI in the marketplace.

Employees voted REI Systems a Washington Post Top Workplace in 2015, 2016, 2018, 2020, 2021, 2022, 2023, 2024, and 2025!

Overview: 

The Senior Business Development Manager – Federal Civilian is a senior growth leader responsible for driving strategic business development across federal civilian agencies including GSA, OCC, USPTO, DOT, and USDA.

We are seeking a professional with strong experience in GSA MAS and federal acquisition IDVs, with the ability to identify, shape, and advance qualified opportunities within GSA-led and federal civilian procurement environments.

This role focuses on pipeline development, early capture strategy, teaming strategy, and account expansion across target agencies, with typical pursuit sizes ranging from $50M–$100M+ in federal IT services and solutions.

The Senior Business Development Manager partners closely with Capture Managers, Solution Architects, Pricing, Delivery, and Executive Leadership to position REI competitively, influence pursuit strategies, and drive successful contract awards.

Pipeline & Opportunity Development:

• 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.

Market & Account Strategy:

• Lead account planning and growth strategy for target federal civilian agencies including GSA, OCC, USPTO, DOT, and USDA
• Develop a deep understanding of each agency’s mission, modernization priorities, and procurement landscape, including use of GSA MAS and federal acquisition IDVs
• Tailor REI’s positioning, solution strategy, and customer engagement approach to align with agency-specific priorities and buying patterns

Capture‑Ready Positioning:

• 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.

Go/No‑Go Governance:

• 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.

Cross‑Functional Collaboration:

• Work closely with Capture Managers, Solutioning/Delivery leads, Pricing, Recruiting, and Executive Leadership to ensure alignment and delivery viability.

Teaming & Alliance Management:

• Develop and maintain relationships with primes, subs, and system integrators.
• Negotiate teaming agreements and build strategic alliances to strengthen capture positions.

Forecasting & Reporting:

• Maintain a robust CRM / pipeline tool with accurate forecasting and status updates.
• Present opportunities and capture strategy progress to senior leadership.

Representation & Branding:

• Represent REI at industry conferences, agency engagements, and teaming events to elevate REI’s brand in the federal civilian market.

Innovation & Solution Enablement:

• Stay ahead of technology trends (AI/ML, cloud/edge, data analytics, automation, generative AI) and embed these capabilities into capture and solution strategies.

AI-Focused Responsibilities:

• Leverage AI-powered market intelligence tools to identify trends, competitor shifts, and customer priorities across Federal Civilian.
• Use AI-enabled search, research, and summarization capabilities to accelerate opportunity assessments, customer analysis, and shaping strategies.
• 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.

Basic Qualifications:

• Bachelor’s degree required (Business, IT, Computer Science, Engineering, or related discipline).
• 8+ years of progressive experience in federal civilian business development, capture, or sales within IT and digital services.
• Demonstrated success originating, shaping, and winning large-scale federal civilian opportunities ($50M+ TCV) across multiple agencies.
• Deep knowledge of Federal acquisition lifecycle, including early market engagement, shaping strategies, capture planning, and procurement execution.
• Proven ability to lead complex, cross-functional pursuit teams (capture, solution, pricing, contracts, partners, and executives) from concept through award.
• Strong understanding of agency missions, buying behaviors, and acquisition vehicles within federal civilian markets.
• Track record of building and sustaining senior-level customer relationships and influencing decision-makers.
• Ability to operate effectively in a growth-oriented, fast-paced environment while managing multiple high-priority pursuits.

Professional & Leadership Attributes:

• Self-motivated, confident, and entrepreneurial.

• Thrives 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.

Education: Bachelor’s Degree in Business, Information Technology, Computer Science, or another technical related field.

Clearance: Ability to obtain and maintain a clearance is preferred.

Location: Hybrid – 1 to 2 days per week at REI Systems’ Sterling, VA office.

Compensation & Benefits:$180,000 – $210,000 base salary + performance-based bonus/incentives100% employee-owned (ESOP) — share directly in company growthComprehensive medical, dental, vision + HSA contributions401(k) with automatic enrollment (6%) + company-paid life & disabilityHybrid work + generous PTO + 11 paid holidaysWellness programs, mental health support, and professional development opportunities

EEO Statement: REI Systems is an Equal Opportunity Employer. In our workplace, we seek, we welcome, and respect diversity in all of its forms.  

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