WHO WE ARE: At Fors Marsh, we take on issues that matter. We are a team of researchers, strategists, and communicators working together to drive lasting change. We look at human behavior from all angles with a deep understanding of people and context to design solutions that influence decision-making and move people to action. Our work promotes health and well-being, shapes resilient communities, and builds effective and accountable institutions. We are a certified B Corporation and a Top Workplace for 7 consecutive years.
WHO WE ARE LOOKING FOR: 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. 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.
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What We Do
Work with purpose. At FMG, we are deeply committed to helping people make better decisions. Society’s greatest challenges won’t be solved on a whim. That’s why we collaborate with our partners and clients to find creative solutions to complex problems through research and strategy to create lasting change. From individuals to institutions, we’re deeply invested in the change we want to see. By delivering behavioral expertise within eight key markets—technology, consumer behavior, policy, health, homeland security, defense, finance, and elections—we’re not just committed to the project; we’re committed to the problem. Our work helps people make better choices. And if we can help them choose better, we can help them live better. If you’re curious, adaptable, and want to change the world, you might do well here. FMG is a place of growth and change for thinkers and doers from all walks of life. Our ambition to make the world better for people begins with a workplace that’s better for people. To ensure every voice is heard, we founded the Driving Inclusion and Valuing Equity (DIVE) Committee, Racial Equity Team, and Affinity Groups, as well as sponsor an annual Indigenous Internship Program. As a certified B Corporation, we partner, lead, and serve our clients, staff, and community through honesty, stewardship, and equity. And as a Climate Neutral Certified organization, we continue to make bold choices and drive innovation moving forward in our goal to become net-zero by 2030. Our commitment to solving economic, social, and environmental problems can be seen in every fraction of our business. Join our team and learn what it’s like to use business as a force for good.
