Principal, Pursuit Strategy & Intelligence

HDR • Los Angeles, CA

1d

About The Position

The Principal, Pursuit Strategy & Intelligence drives the Architecture business group’s strategic growth by embedding data-informed decision-making, early engagement, and disciplined capture planning across the pursuit lifecycle. This role serves as a central connector and intelligence hub, enabling stronger opportunity selection, sharper positioning, and improved win rates.
This leader is responsible for advancing and integrating core pursuit strategy processes, including earlier engagement in the pursuit lifecycle such as capture planning, go/no-go decision frameworks, pre-marketing efforts, and market and competitor intelligence. The role focuses on elevating how and why the firm pursues brand-defining opportunities—designing scalable processes, building high-performing teams, stronger differentiation and alignment with client priorities and delivering actionable insights that increase both win rates and capture success.

Requirements

• A minimum of 15 years relevant industry experience
• Demonstrated "self-starter" with a history of completing projects with limited oversight
• Deep knowledge of the A/E/C industry's standard approach to procurement of professional services
• Demonstrated ability to motivate and inspire others
• Maintain a professional or engineering registration or certificate or have related technical experience
• Experience in sales and developing effective win strategies
• Excellent written and verbal communication skills
• Proficient in Microsoft Office applications, including Outlook, Word, Excel and PowerPoint
• Ability and desire to travel and engage with others in-person
• Demonstrated experience in writing compelling content based on information from technical staff
• Strong financial acumen and negotiation skills

Nice To Haves

• Demonstrated experience in winning high-value contracts in the A/E/C industry
• Ability to travel up to 20%25
• Work on pursuit deadlines up to 25%25
• Cover letter and focused resume to job description

Responsibilities

• Develop and manage a multidisciplinary team of pursuit strategist, specialists, and designers across sectors.
• Recruit, hire, onboard, and train new team members to strengthen capacity and capability.
• Foster a collaborative, inclusive team culture that supports innovation, engagement, and growth.
• Represent AMS in internal initiatives, training opportunities, technology adoption, and operational improvements.
• Lead development and implementation of a firmwide pursuit strategy framework that standardizes early engagement and decision-making.
• Establish and scale capture planning and premarketing practices across all sectors.
• Provide strategic guidance on opportunity positioning, teaming, and differentiation.
• Enable pursuit teams to bring strong, strategy-led insights into go/no-go discussions.
• Build and manage pursuit dashboards and reporting systems to track performance and inform decisions.
• Deliver actionable insights on clients, markets, and opportunities to improve selectivity and targeting.
• Lead win/loss analysis, debriefs, and continuous improvement efforts.
• Drive adoption of CRM tools (e.g., Redwood) and integration of intelligence into workflows.
• Lead innovation in pursuit strategy, including AI-enabled tools, analytics, and frameworks.
• Support and lead GNG readiness processes through data and technology.
• Develop scalable tools and standardized approaches for firmwide use.
• Engage across sectors to identify market trends, client drivers, and growth opportunities.
• Communicate firm capabilities and competitive differentiators to internal and external stakeholders.
• Promote a culture of strategic thinking and informed decision-making.
• Mentor and train pursuit professionals on strategy development, capture planning, and opportunity analysis.
• Lead onboarding and capability-building for technical and marketing staff related to strategy.
• Increase awareness and engagement of AMS in business development efforts across cost centers.

Benefits

• Employee owners are fully engaged in creating a welcoming environment where each of us is valued and respected, a place where everyone is empowered to bring their authentic selves and novel ideas to work every day.
• Fostering a culture of inclusion throughout our company and within our communities.
• Employee Network Groups (Asian Pacific, Black, Hispanic/Latino(a), LGBTQ+, People with Disabilities, Veterans, Women, Young Professionals) help create a sense of belonging and foster a supportive environment where everyone is empowered to engage and contribute.

What This Job Offers

• Job Type: Full-time
• Career Level: Principal
• Education Level: No Education Listed