Pricing Operations Manager

Forterra • Arlington, VA

8d

About The Position

Forterra is seeking a Pricing Operations Manager to join its Growth team. This senior, execution-focused role supports Growth Leads and Mission Operations Leads as they pursue opportunities from identification through award. The position turns pricing requests, deal data, and changing priorities into customer-ready outputs and reliable pipeline information. Deal owners remain accountable for opportunities and customer deliverables; the Pricing Operations Manager enables them by applying pricing frameworks, ensuring products and milestones are entered correctly in the CRM, and maintaining accurate, forecastable deal data. As the team scales, the role may take ownership of pricing for assigned portfolios or product lines.

The role requires hands-on government contracting pricing fluency, independent execution, and the ability to manage high-volume requests while creating repeatable processes. It also requires influencing standards and data hygiene across a matrixed organization without direct authority.

Responsibilities span pricing and quoting for hardware platforms, autonomy software, sustainment, services, and commercial or partner deals; CRM and pipeline integrity; pricing infrastructure and process improvement; and support for major proposal pricing efforts. The position may require eligibility to obtain and maintain a U.S. security clearance.

Requirements

• At least 7 years of pricing experience in a government contracting environment, spanning ROM and quote development, cost proposals, labor rate structures, and pricing under FAR, DFARS, and/or OT 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 in 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.
• May need to be eligible to obtain and maintain a U.S. security clearance.

Nice To Haves

• CRM or revenue operations experience, including hands-on pipeline management, forecasting, opportunity data governance, or CRM administration with Salesforce, HubSpot, or similar.
• Experience at a defense technology company, start-up, 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 Rough Order of Magnitude (ROM) estimates and quotes with Growth Leads and Mission Operations Leads for solicited and unsolicited opportunities, proactive outbound quotes, contract modifications, expansion scope, and commercial or partner deals.
• Price hardware platforms, autonomy software, sustainment, and services using the commercial price list, rate structures, and pricing tools; follow established frameworks and document assumptions.
• Support day-to-day pricing actions and promote 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 helping apply stage definitions, qualification criteria, and deal review cadence.
• 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 the intake of pricing and quote requests so the information needed for pricing, entry, and turnaround is available.
• Keep the commercial price list, rate tables, ROM tooling, and templates current, and maintain accurate 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 (BOE) development, and price-to-win analysis on competitive captures.

Benefits

• Equity is included in most full-time, high-demand roles.
• Premium healthcare benefits with three plan options, including an HSA-eligible plan; Forterra covers 80% of the plan premium for the employee and dependents.
• Basic Life/AD&D and short- and long-term disability insurance plans fully covered by Forterra, with the option to purchase additional life insurance for the employee and dependents.
• Company holiday calendar, including a winter break in December.
• 20 days of paid time off 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.
• 401(k) retirement savings plan with traditional, Roth, and after-tax deferral options, and company match up to 4%.

What This Job Offers

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