Pricing Operations Manager

Forterra • Arlington, VA

8d • $130,000 - $180,000

About The Position

Forterra is seeking a senior, execution-focused Pricing Operations Manager to join its Growth team. The role supports Growth Leads and Mission Operations Leads as they pursue opportunities from identification through award. It enables deal owners by developing pricing that follows established frameworks, ensuring products and milestones are correctly recorded in the CRM, and helping maintain accurate, forecastable pipeline data. The role owns the integrity of pricing and pipeline data and the processes behind them, and may take ownership of pricing for assigned portfolios or product lines as the team scales.

The position develops ROM estimates and quotes across government, commercial, and partner opportunities; supports pricing for hardware platforms, autonomy software, sustainment, and services; maintains pricing tools and documentation; and contributes to CRM governance, pipeline reviews, forecasting, and proposal pricing. It requires independent judgment in a high-volume, changing environment and the ability to build repeatable processes and influence standards without formal authority.

Requirements

• At least 7 years of pricing experience in a government contracting environment, covering ROM and quote development, cost proposals, labor rate structures, and pricing under FAR, DFARS, and/or Other Transaction agreement frameworks.
• Familiarity with FAR Parts 30, 31, and 32, including Cost Accounting Standards administration, contract cost principles and procedures, and contract financing.
• Ability to work independently with minimal oversight, manage multiple concurrent requests, operate amid ambiguity, and build processes where none exist.
• Advanced Microsoft Excel skills, including building models, auditing existing workbooks, and working with structured data.
• Ability to translate pricing and pipeline data into clear narratives for customers, deal owners, and senior leadership.
• Ability to collaborate with Finance, Contracts, Program, and technical teams to validate cost and pricing assumptions and support bases of estimate, pricing narratives, and internal reviews.
• High attention to detail in pricing calculations and CRM data.

Nice To Haves

• CRM or revenue operations experience, including hands-on pipeline management, forecasting, opportunity data governance, or CRM administration using Salesforce, HubSpot, or similar.
• Experience at a defense technology company, startup, or similar fast-paced environment.
• Military background or familiarity with U.S. Department of Defense customers and acquisition culture.
• Light scripting, business intelligence, or automation skills such as Python, SQL, Power BI, Tableau, or similar.

Responsibilities

• Develop ROM estimates and quotes with Growth Leads and Mission Operations Leads for solicited and unsolicited opportunities, proactive outbound quotes, contract modifications, expansion scope on existing programs, and commercial or partner deals.
• Price hardware platforms, autonomy software, sustainment, and services using the commercial price list, rate structures, and pricing tools, ensuring adherence to established frameworks and documentation of assumptions.
• Support day-to-day pricing actions and consistent application of pricing frameworks across opportunities.
• Partner with deal owners to ensure pipeline details, products, line items, and billing milestones are entered in the CRM at the point of quote.
• Support pipeline governance by applying stage definitions, qualification criteria, and deal review cadence across active opportunities.
• Contribute to recurring pipeline reviews, executive reporting, dashboards, and forecast rollups; identify and correct stale or inaccurate records.
• Support clean handoff of awarded opportunities to program and finance teams.
• Standardize intake of pricing and quote requests so the required information is available for pricing, entry, and timely turnaround.
• Maintain the commercial price list, rate tables, ROM tooling, templates, pricing files, supporting documentation, and historical pricing data.
• Improve ROM development, quote turnaround, and CRM entry processes, and automate repetitive tasks.
• Contribute to major proposal pricing efforts, including cost volumes, basis of estimate development, and price-to-win analysis on competitive captures.

Benefits

• Equity is included in most full-time, high-demand roles.
• Three premium healthcare plan options, including an HSA-eligible plan; Forterra covers 80% of plan premiums for employees and dependents.
• Basic life/AD&D and short- and long-term disability insurance plans fully covered by Forterra, with options to purchase additional life insurance for employees and dependents.
• Company holiday calendar including a winter break in December.
• 20 days of PTO accrued per year.
• At least 7 weeks of fully paid parental leave for birth or adoption.
• $9,000 annual tuition reimbursement or professional development stipend.
• Fully stocked beverage refrigerators.
• 401(k) retirement savings plan with traditional, Roth 401(k), and after-tax deferral options, plus company match up to 4%.

What This Job Offers

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