Sr. Proposal Pricing Lead

Job Summary

Our company is seeking an experienced Sr. Proposal Pricing Lead/Manager to spearhead the development of cost volumes for government proposals. In this high-impact individual contributor role, you will own the entire cost volume process - from pricing strategy through final submission - ensuring that our bids are competitive, compliant, and compelling. The ideal candidate is a hands-on pricing expert fluent in Excel and well-versed in federal contractor pricing requirements, indirect rate structures, IDIQ contracts, and "price-to-win" analysis. You'll collaborate closely with capture and proposal teams to shape winning pricing strategies while adhering to internal financial goals. This position is remote (work-from-home) with occasional travel for in-office meetings or proposal events (approximately
Key Responsibilities

• Lead Cost Volume Development: Take full ownership of the cost/price proposal volume for all assigned bids. Interpret RFP requirements and develop the cost volume strategy and outline, ensuring alignment with the technical approach and compliance with all instructions. Coordinate data calls and inputs and produce a complete cost volume (narratives and detailed spreadsheets) that is accurate, clear.
• Price-to-Win (PTW) Analysis: Develop and apply advanced price-to-win techniques to shape pricing strategies that maximize win probability while meeting profitability targets. Conduct competitor and market research to inform pricing decisions. Use scenario modeling to understand how different price points affect our proposal's evaluation score, win likelihood, and margins. Collaborate with capture teams to integrate PTW findings into the overall bid strategy.
• Risk Analysis & Mitigation: Use scenario-based pricing (sensitivity analyses) to evaluate worst-case and best-case outcomes. Develop risk mitigation strategies such as adjusting contingencies or structuring pricing options. Provide data-driven pricing recommendations based on this analysis .
• Cost Structure Analysis: Analyze and incorporate our company's cost structure into each proposal. Examine relevant cost center data, applying the correct indirect rates to the cost base.
• Team Collaboration & Communication: Serve as the hub for all pricing activities, working closely with cross-functional teams. Collaborate with capture managers, proposal managers, technical leads, contracts and procurement, and finance throughout the proposal lifecycle. Facilitate pricing reviews and tag-ups with subject matter experts to gather necessary inputs. Provide concise, data-driven pricing updates and recommendations to senior leadership at key decision points. Ensure all stakeholders understand the pricing approach and any trade-offs made.
• Briefings & Documentation: Prepare and deliver executive-level pricing briefings and supporting documents during color team reviews, management gate reviews, and bid decision meetings.

Required Qualifications

• Education: Bachelor's degree in Finance, Accounting, Business or related field. (Degrees in other disciplines combined with relevant experience will be considered. An MBA or advanced degree is advantageous but not required.)
• Experience: 3+ years of direct experience in government contract pricing, cost estimation, or financial analysis. This includes hands-on experience developing cost/price volumes for Federal proposals (preferably DoD or other government agencies). Candidates should be familiar with the end-to-end proposal process and have participated in multiple proposal cycles as a pricing lead or analyst. Experience with multiple indirect cost pools. Solid understanding of cost accounting principles
• Technical Skills: Advanced proficiency in Microsoft Excel for pricing models is a must (e.g. complex formulas, pivot tables, scenario analysis). Ability to build and manage large spreadsheets accurately under tight deadlines.
• Domain Knowledge: Strong knowledge of Government contracting pricing practices and regulations. Must be familiar with the Federal Acquisition Regulation (FAR) and agency supplements (e.g. DFARS) as they pertain to pricing and cost allowability. Understand various contract types (CPFF, FFP, T\&M, etc.) and how to structure pricing for each. Knowledge of government solicitations (RFPs/RFQs).
• Analytical Ability: Excellent analytical and problem-solving skills, with a keen attention to detail. Able to dissect cost problems, perform sanity checks on estimates, and spot inconsistencies or risks. Demonstrated ability to work under pressure and meet deadlines, delivering accurate results even with last-minute changes.
• Communication Skills: Exceptional written and verbal communication skills. Able to write clear cost narratives explaining pricing methodologies and assumptions. Capable of presenting complex financial data in a way that is understandable to non-finance stakeholders, and of justifying pricing decisions to executives or customers.
• Work Style: Self-motivated and independent, capable of driving the pricing process with minimal oversight. Equally, a collaborative team player who works well in cross-functional groups, maintaining professionalism and effective partnerships. Strong organizational skills to manage multiple pricing tasks simultaneously, prioritize workload, and adapt to shifting priorities. Willingness to occasionally work extended hours (evenings/weekends) during critical proposal periods.

Preferred Qualifications

• Experience: 5+ years of pricing experience in government contracting, with a track record of serving as lead pricer on significant proposals. Prior experience at a Defense or Federal IT services contractor is highly desirable, as it indicates familiarity with the type of contracts and customers we serve. Experience in pricing IDIQ contracts and task orders, including establishing IDIQ rate cards or pricing matrices, is a strong plus.
• Advanced Skills: Mastery of Excel. Use of AI tools. Experience with pricing software to develop complex cost models.
• Subject Matter Knowledge: Background in DoD/Defense contracting is preferred. Understanding of indirect rate development and Forward Pricing Rate Agreements is helpful. Familiarity with DCAA audit expectations and cost realism analysis methods gives candidates an edge.
• Certifications: Professional certifications in pricing or government contracting, such as Certified Pricing Professional (CPP), Certified Cost Estimator/Analyst (CCE/A), or NCMA certifications (e.g. CFCM, CPCM), are a plus.
• Leadership & Mentorship: While this role has no direct reports, experience mentoring junior pricing analysts or leading pricing review teams is beneficial. It demonstrates the ability to guide others and drive consensus - for example, having led internal review teams for pricing or conducted training on proposal pricing.
• Clearance: An active security clearance (Secret or above) is not required, but would be viewed favorably. A cleared pricing professional can be entrusted with proposals involving classified cost data or can be quickly read into programs if needed. However, lack of a clearance will not disqualify any candidate.

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Many of DSA's positions require the ability to obtain a security clearance. Security clearances may only be granted to U.S. citizens. In addition, applicants who accept a conditional offer of employment may be subject to government security investigation(s) and must meet eligibility requirements for access to classified information. DSA is proud to be an Equal Opportunity Employer. DSA is committed to treating all employees and applicants for employment with respect and dignity and maintaining a workplace that is free from unlawful discrimination. All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, or other legally protected status. DSA requires background checks , where permitted , by law. DSA is an E-Verify Employer.

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