Director, Capture & Strategy

WHO WE ARE: At Fors Marsh, we take on issues that matter. We are a team of researchers, advisors, and communicators working together to shape the systems that shape our lives. We look at human behavior from all angles to design targeted solutions that influence decision-making and move people to action. We are committed to the problem, not just the project, and we are intentional about taking on work and forming partnerships that balance purpose, people, planet, and profit. We are a certified B Corporation, a Just employer, and a 2019-2025 Top Workplace. We hold ourselves accountable to the values that have always defined us. And those values drive us to be the best possible versions of ourselves-for each other, our communities, our clients, and the world. With behavioral science at the root of all our work, we bring together insights and imagination to shape policy and inform strategies that reach, influence and move people measurably. We are looking for a Director of Strategy and Capture who is ready to do the same.

WHO WE ARE LOOKING FOR: This is an enterprise role that sits within our growth function and reports directly to the Chief Growth Officer. You will be responsible for translating market signals into executable win strategies, maturing our capture machinery, and ensuring alignment between long-term positioning, capability investments, and near-term pipeline execution.

You will partner closely with executive leadership, business development, delivery, and external stakeholders to drive growth outcomes that support the long-term strategy of the company. This role is for a dynamic leader, who can read a room, engage at all levels, align stakeholders and help shape a team culture where growth is predictable and repeatable.

Core Responsibilities:

Market and Competitive Intelligence & Positioning

* Oversee market analysis across federal and state landscapes: policy shifts, budget signals, legislative activity, competitive intelligence, and translate what you find into clear priorities

* Drive long-term account and market strategies, including whitespace identification, pipeline shaping, and priority investment areas

* Translate insights into clear strategic recommendations for executive leadership on where to invest, play and how to win

Capture Leadership and Opportunity Shaping

* Lead capture on complex, high-value pursuits: shaping opportunities early, developing win strategies, building the right teams, and guiding pursuit execution through award

* Strengthen capture standards and practices across the company by maturing tools, presenting strategies and approaches, and modeling rigorous pursuit leadership

* Prepare and develop BD and capture talent to show up externally as growth-minded, client-ready representatives of the company

* Partner with delivery and solution leaders to define and mature differentiated offerings that support growth strategy

Government Relations and Policy Engagement

* Lead government relations efforts alongside the CGO: engaging policymakers, agency stakeholders, and industry groups to shape the environment we compete in

* Monitor and interpret legislative, regulatory, and budget activity to inform strategy, advance priorities, and flag and mitigate risks

* Shape advocacy positions and engagement strategies aligned to corporate priorities

Strategic Planning & Performance Management

* Facilitate long-term planning and positioning, including defining strategic priorities, focus areas, and investment roadmaps

* Establish and oversee growth and strategy KPIs and ensure visibility through reporting

* Drive accountability for growth outcomes across portfolios and teams

Minimum Qualifications

* 10 or more years of experience in capture management, business development, or growth leadership in the federal and/or state government contracting environment

* A track record of leading and winning complex, high-value pursuits from early shaping through award, with measurable improvement in win rates and deal quality

* Executive presence and a communication style that is direct, precise, and confident: able to brief senior leadership, lead a client meeting, and influence

* Experience building external partnerships and teaming relationships that created real competitive advantage

* Ability to read policy, legislative, and budget signals and turn them into clear priorities the team can act on

* A leader who brings people along: someone who develops the commercial instincts and external confidence of those around them

* Experience building and/or improving growth infrastructure

* Strong instincts for working across teams: able to align business development, delivery, and senior leadership around shared goals

* Direct experience engaging government stakeholders, including agency leaders, policymakers, or industry groups, as a credible representative of your organization

* Bachelor's degree in Business, Public Policy or a related field

* Ability to work on-site in the Washington, D.C. area as needed

Preferred Qualifications

* 15 or more years of experience in government contracting growth or capture, with ownership of major accounts or portfolios

* Experience using AI to accelerate analysis, intel gathering, pursuit, and positioning prep to support decision-making

* Direct experience engaging with government stakeholders (e.g., agencies, policymakers, industry groups) to inform strategy and shape opportunities

* Demonstrated ability to build analytics and intelligence capabilities that persist and scale beyond a single project or deliverable

* Experience supporting or driving corporate strategic planning processes (e.g., annual planning, investment prioritization, portfolio strategy)

* Master's degree in Business, Public Policy, or a related field

Annual Salary: $150,000-$180,000/year commensurate with experience

FM Career Map: Director

Location: Hybrid. On-site requirements in the Washington, D.C. area as needed.

EOE: All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.