Director of Pricing - Fairfax VA
About The Position
All Native Group is seeking a Director of Pricing to lead pricing strategy and development across the federal marketplace. This hands-on leadership role requires extensive experience developing and managing cost/price proposals for U.S. and foreign government solicitations, contract changes, and modifications. The Director develops strategies to support competitive positioning, profitable growth, and long-term success, while leading complex pricing models and cost proposals for strategic opportunities. The role partners with Executive Leadership, Business Development, Capture, Operations, Contracts, and Finance to align pricing with corporate objectives, mature the pricing organization, and establish scalable pricing practices. The Director serves as the company's senior pricing authority and personally develops pricing models, cost volumes, and price narratives for complex proposals. The position also leads and mentors pricing staff, oversees the pricing team's day-to-day activities, and trains Business Development, program, and contracts staff on pricing processes, data requirements, and timelines. Travel is expected up to 10% of the time. No security clearance is required.
Requirements
- Bachelor's degree in Finance, Accounting, Business, Economics, or a related field; the Education section also lists business administration, Finance, or related fields.
- Ten or more years of government contract pricing experience, including significant experience pricing competitive federal proposals from start to finish.
- Six to eight years of supervision or management experience.
- Demonstrated experience leading a pricing function or team with direct accountability for pricing outcomes.
- Expert command of FAR/DFARS cost and pricing principles, allowability, cost realism, and certified cost or pricing data requirements.
- Fluency across cost-reimbursable, fixed-price, T&M/labor-hour, IDIQ/task order, and GSA schedule pricing.
- Advanced Excel modeling skills, including multi-year, multi-CLIN models with rate builds, escalation, and scenario analysis.
- Working knowledge of indirect rate structures, pools and bases, and forward pricing.
- Proven ability to write clear SOPs, procedures, and training material.
- Experience pricing OCONUS work, including allowances, differentials, and Defense Base Act considerations.
- Expert knowledge of FAR, DFARS, Cost Accounting Standards (CAS), Truthful Cost or Pricing Data (formerly TINA), indirect rate development, cost realism analysis, and federal contract pricing requirements.
- No security clearance is required.
Nice To Haves
- Experience with Deltek Costpoint or comparable government contract accounting systems.
- Experience across multiple agencies, including DoD, DHS, Department of State, or civilian agencies.
- Experience supporting DCAA audits, CAS-covered contracts, and business system reviews.
- Active or clearance-eligible status; CPCM, CFCM, or NCMA certification.
Responsibilities
- Advise executive leadership, capture, and business development on pricing strategy, competitive positioning, and cost/price risk.
- Lead price-to-win analysis and competitive pricing strategy, identifying cost-saving opportunities, rate structures, commercial mechanisms, and pricing alternatives.
- Develop and present pricing scenarios and alternatives.
- Advise on contract type strategy, including FFP, T&M, cost-reimbursable, IDIQ, and GSA MAS, and structure pricing to align risk with company tolerance and delivery capability.
- Partner with Finance on indirect rate strategy, forward pricing rates, provisional billing rates, and the effect of rate structures on competitiveness.
- Support bid/no-bid decisions with early cost realism and affordability assessments.
- Personally develop pricing models, cost volumes, and price narratives for complex and strategic proposals.
- Build and validate basis of estimate documentation with technical and program leads.
- Respond to evaluation notices, discussions, and final proposal revisions under compressed timelines.
- Price contract modifications, REAs, option exercises, and task order proposals under existing vehicles.
- Own and maintain the pricing model library, ensuring models are current, version-controlled, mathematically sound, and aligned to approved rates, wage determinations, and escalation assumptions.
- Streamline pricing processes by reducing manual workarounds and redundant spreadsheets and shortening proposal cycle time.
- Write and maintain pricing SOPs, desk procedures, templates, and review checklists as regulations and company practices change.
- Establish a documented pricing review and approval workflow with defined roles, thresholds, and sign-off authority.
- Maintain audit-ready pricing files and support DCAA/DCMA audits, pre-award surveys, and cost/price analysis inquiries.
- Manage subcontractor and teaming partner pricing inputs, including adequacy reviews and cost/price analysis.
- Lead and mentor pricing staff, build team bench strength, and oversee the pricing team's day-to-day activities.
- Train Business Development, program, and contracts staff on pricing processes, data requirements, and timelines.
Benefits
- Comprehensive federal benefits package for full-time employees, including health insurance, paid time off, and retirement plan participation.
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What This Job Offers
Job Type
Full-time
Career Level
Director
