Director of Pricing

CBRE Government & Defense Services•,

1d•$170,000 - $185,000•Remote

About The Position

The Director of Pricing reports to the Finance Director and owns everything that goes out the door on the price/cost volume of every proposal CBRE Government Services submits. You will build and lead a team of Pricing, establish pricing standards and process controls, own the approved rate card and fee strategy, and serve as the primary Finance interface to Capture, Business Development, and Contracts leadership. This role requires someone who is equally comfortable doing the technical work and leading a team — we are standing up a function, not inheriting a mature one.

Requirements

Bachelor’s Degree in Finance, Accounting, Business or a related field.
10 years of GovCon pricing experience with direct ownership of price/cost volumes submitted under FAR Part 15.
5+ years of Experience Leading or managing a pricing or cost estimating team.
Deep knowledge of FAR Part 15, indirect rate structures, Truthful Cost or Pricing Data Act thresholds, cost realism, and price reasonableness standards.
Demonstrated PTW methodology experience: competitive intelligence, IGCE analysis, historical award data, and pricing strategy development.
Experience managing DCAA audit interactions and forward pricing rate agreement (FPRA) processes.
Strong leadership presence: ability to build team standards from the ground up and hold a team accountable to them.
Proficiency in Microsoft Excel including formula-based analysis, pivot tables, and structured data management.
Strong analytical skills and attention to detail; ability to identify and flag inconsistencies in cost data.
Strong written communication skills; ability to produce clear tables, summaries, and supporting narratives.

Nice To Haves

Master’s Degree in related field.
Microsoft Certifications
Active Secret Clearance or ability to obtain.
Facilities management or operations and maintenance GovCon experience strongly preferred.
Proficiency in Deltek Costpoint or comparable GovCon ERP.

Responsibilities

Lead the Pricing team: hire, develop, and manage a Pricing team supporting proposals across FFP, CPFF, T&M, and IDIQ contract types including facilities management, operations and maintenance, and construction.
Own the proposal price/cost volume for major and strategic pursuits: rate application, CLIN structure, fee strategy, compliance review, and final assembly.
Maintain and govern the approved rate card in coordination with the Finance Director and Controller; ensure all proposals reference the current approved rate set.
Develop and institutionalize price-to-win (PTW) methodology; build the competitive intelligence capability that informs pricing strategy across the portfolio.
Set and enforce pricing standards: BOE format, review tollgates, proposal file structure, and compliance checklists.
Coordinate with the Finance Director on fee approvals and indirect rate strategy; serve as the pricing function's primary interface with DCAA and Contracts.
Drive the post-award lessons learned process; use debrief data to continuously improve win rates and pricing accuracy.
Partner with the Director of Estimating to ensure cost model inputs and pricing outputs are consistent, traceable, and defensible.
Present pricing strategy and rationale to BD and operations leadership; support executive go/no-go decisions with clear financial analysis.
Establish and track pricing function KPIs: win rate, cost realism findings, compliance deficiencies, proposal cycle time, and PTW accuracy.