Senior Director - Pricing
HybridSterling, Virginia, United States
Job Summary
Develop pricing strategies, cost volumes, and Basis of Estimates (BOEs) for hardware, software, and services offerings across active federal and commercial pursuits. Build pricing models for BOM-based components, labor categories, and IP, ensuring compliance with FAR/DFARS, TINA, and CAS while maintaining audit readiness for DCAA/DCMA reviews. Recruit, mentor, and scale a pricing team by establishing processes, tools, and governance to support organizational growth. Partner with Capture Managers, BD Directors, and Program Management to deliver compliant, competitive pricing aligned with win strategy and technical solutions. Provide executive-level trade-off analysis and risk reporting at Gate reviews and bid/no-bid decisions, balancing margin with cost realism.
Required Qualifications
- 12+ years of pricing, cost estimating, or related financial leadership experience within the federal government contracting market (DoW and/or Federal Civilian), with a track record of pricing competitive, awarded pursuits
- Deep working knowledge of FAR/DFARS cost and pricing regulations, TINA/Certified Cost or Pricing Data requirements, and CAS, with demonstrated DCAA/DCMA audit experience
- Demonstrated experience pricing across hardware, software, and services simultaneously, including BOM-based hardware/component cost modeling alongside labor-based services pricing
- Proven ability to build and scale a pricing function, including the processes, tools, and governance that make pricing repeatable and compliant as an organization grows
- Strong financial modeling skills (advanced Excel required) and experience with cost estimating tools, ERP systems, or pricing software
- Demonstrated ability to work as an individual, hands-on contributor while building toward a team leadership role
- Bachelor's degree in Finance, Business, Economics, Engineering, or a related field
- Ability to obtain and maintain a DoD Secret clearance
- Ability to remain in a stationary position for extended periods while building financial models, developing cost volumes, and participating in virtual or in-person meetings
- Ability to view computer screens and review detailed spreadsheets, cost data, solicitations, and regulatory documents for prolonged periods
- Ability to operate a computer, keyboard, and standard office equipment for extended periods while performing detailed financial modeling and data entry
- Ability to communicate clearly and effectively in person, by phone, and virtually, including presenting pricing analysis and recommendations to executives, Gate review boards, and government audit personnel
- Ability to travel occasionally (up to 10–15%) via air and ground transportation to Heven AeroTech manufacturing and program locations, which may include walking manufacturing floors or other industrial environments
- Ability to work extended hours during proposal surge periods and maintain accuracy on detail-intensive work under time constraints
- Ability to occasionally lift and carry materials such as luggage, laptops, or proposal documentation weighing up to 20 pounds
Desired Qualifications
- Commercial pricing experience (e.g., SaaS, hardware, or manufactured products), bringing market- and value-based pricing techniques to complement federal cost-based pricing
- Experience pricing hardware or manufactured components in an aerospace, defense, or advanced manufacturing environment
- Experience pricing under Other Transaction Agreements (OTAs), Commercial Solutions Openings (CSOs), or Commercial Item determinations, in addition to traditional FAR-based cost/price approaches
- Certified Professional Pricing (CPP) or similar pricing/cost estimating certification
- Familiarity with Blue UAS/NDAA compliance considerations and how they affect component sourcing and cost structure
- MBA or equivalent advanced degree
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