Director of Pricing

Ho-Chunk, Inc. • Fairfax, VA

2d • $191,000 - $208,000

About The Position

All Native Group is seeking a Director of Pricing to lead pricing strategy and proposal development across the federal marketplace. This hands-on leadership role serves as the company's senior pricing authority, advising executive leadership, capture, and business development on competitive positioning, pricing strategy, and cost/price risk. The Director develops strategies that support competitive positioning, profitable growth, and long-term success while partnering with Business Development, Capture, Operations, Contracts, Finance, and Executive Leadership to align pricing with corporate objectives and build scalable pricing practices.

The Director personally develops pricing models, cost volumes, and price narratives for complex and strategic proposals, while leading and mentoring the pricing team. The role oversees day-to-day pricing team activities and is responsible for pricing processes, models, documentation, review and approval workflows, audit readiness, and staff training. 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 a bachelor's degree in business administration, Finance, or related fields.
• At least 10 years of government contract pricing experience, including significant experience pricing competitive federal proposals from start to finish.
• 6–8 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, 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 materials.
• 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 for this position.

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 clearance or eligibility to obtain a clearance.
• CPCM, CFCM, or NCMA certification.

Responsibilities

• Serve as the company's senior pricing authority and 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, developing cost-saving opportunities, rate structures, commercial mechanisms, and pricing alternatives that balance win probability, margin, and execution risk.
• Advise on contract type strategy 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 competitiveness effects of rate structure decisions.
• 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 with approved rates, wage determinations, and escalation assumptions.
• Streamline pricing processes by reducing manual workarounds and redundant spreadsheets and shortening the cycle time from RFP release to submission.
• Write and maintain pricing SOPs, desk procedures, templates, and review checklists, updating them 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 review and cost/price analysis.
• Lead and mentor pricing staff and build team capacity so the function does not depend on any one individual.
• Train Business Development, program, and contracts staff on pricing processes, data requirements, and timelines.
• Oversee the day-to-day activities of the pricing team.

Benefits

• Comprehensive federal benefits package available to full-time employees, including health insurance, paid time off, and retirement plan participation.

What This Job Offers

• Job Type: Full-time
• Career Level: Director