REI · 3 hours ago
Senior Business Development Manager - Federal Civilian Portfolio
Sterling, VA
Full-time
Hybrid
Senior Level, Lead/Staff
8+ years expREI Systems is dedicated to delivering innovative technology solutions for Federal clients. The Senior Business Development Manager will lead efforts in identifying and cultivating strategic relationships to generate new business across federal civilian agencies, while collaborating with various teams to ensure competitive positioning and successful delivery.
ApparelConsumer GoodsE-CommerceFashionManufacturingOutdoorsRetailSporting GoodsSports
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 for target agencies (GSA, OCC, USPTO, DOT, USDA etc)
Understand each agency’s mission, modernization roadmap, procurement vehicle usage, and tailor REI’s strategy accordingly
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) and embed these capabilities into capture and solution strategies
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
Qualification
Required
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
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
Preferred
Ability to obtain and maintain a clearance is preferred
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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