Director of Pricing - GovCon exp required (Job 1468)

About Us

DLH delivers improved health and national security readiness solutions for federal programs through science research and development, systems engineering and integration, and digital transformation. Our experts in public health, performance evaluation, and health operations solve the complex problems faced by civilian and military customers alike by leveraging advanced tools – including digital transformation, artificial intelligence, data analytics, cloud enablement, modeling, and simulation, and more.

DLH is dedicated to the idea that “Your Mission is Our Passion” and brings a unique combination of government sector experience, proven methodology, and unwavering commitment to innovation to improve the lives of millions.

Overview

The Director of Pricing is a highly visible leadership role with the opportunity to shape pricing strategy and directly influence DLH’s ability to compete and win across federal health and national security programs. Leading a small pricing team, this individual will serve as a key advisor to executive leadership and partner closely with Growth, Capture, Finance, Contracts, and Operations to develop competitive, compliant, and financially sound pricing strategies for complex U.S. Government opportunities.

This is a player-coach role, well suited to an experienced senior pricing manager or lead pricing professional who is ready to step into a director-level position and who enjoys both shaping strategy and staying close to the work. The Director will lead and develop a small pricing team while personally executing high-priority pursuits, complex pricing models, cost and profitability analyses, Price-to-Win strategies, and proposal development.

The successful candidate will bring strong GovCon pricing expertise, sound business judgment, and confidence working directly with executives. DLH will invest in the right candidate’s development as a people leader and functional owner.

Responsibilities

• Lead DLH’s pricing function, including priorities, workload allocation, quality standards, processes, tools, and development of pricing team members.
• Develop and execute pricing strategies for major, complex, and high-value bids and proposals, serving as the senior pricing advisor and routinely leading cost volume activities directly, from RFP analysis through final submission.
• Provide strategic and hands-on guidance during RFP analysis, translating solicitation requirements, technical solutions, competitive intelligence, customer considerations, and business objectives into effective pricing approaches.
• Direct and actively participate in the development, review, and validation of detailed pricing models, cost estimates, rate structures, scenario analyses, and supporting cost narratives.
• Lead pricing reviews and present recommendations, trade-offs, risk considerations, and financial impacts to executive leadership to support informed bid/no-bid, pricing, and approval decisions.
• Direct Price-to-Win activities, incorporating competitive intelligence, market conditions, customer buying behavior, and affordability considerations into pricing strategies and final submissions.
• Ensure pricing proposals and supporting documentation comply with RFP requirements, corporate policies, FAR/DFARS requirements, and DFARS Estimating System criteria.
• Support DLH’s recompete-heavy pipeline and contract backlog with pricing approaches that protect margin while remaining competitive on incumbent-held work.
• Establish, maintain, and continuously improve pricing policies, procedures, templates, models, controls, and best practices.
• Build, coach, and develop pricing staff; set clear expectations, provide technical guidance, and cross-train for coverage across the pricing function.
• Partner with Finance, Contracts, Growth, Capture, Program, and Operations leaders to evaluate cost assumptions, profitability, contractual risk, staffing approaches, escalation factors, and operational feasibility.
• Manage multiple concurrent pricing efforts and competing deadlines, identifying resource constraints and proposal risks early.

Qualifications

• Bachelor’s degree from an accredited college or university in Finance, Accounting, Business Administration, Management, Economics, or a related field.
• 16 years of progressive experience in U.S. Government contractor pricing, cost estimating, or related proposal pricing, including at least three years as the lead pricing resource on complex, high-value pursuits.
• Experience leading pricing efforts and mentoring or guiding other pricing professionals, including workload oversight and quality review. Formal supervisory experience is preferred but not required; this role is an opportunity to step into full functional leadership.
• Strong working knowledge of U.S. Government contracting and pricing requirements, including the Federal Acquisition Regulation (FAR), Defense Federal Acquisition Regulation Supplement (DFARS), and DFARS Estimating System criteria.
• Proven ability to develop and execute pricing strategies for complex competitive procurements and to personally perform or review detailed pricing analyses and models.
• Strong understanding of Price-to-Win methodologies, competitive pricing intelligence, cost structures, indirect rates, profitability considerations, and pricing risk analysis.
• Experience across multiple contract types (CPFF, T&M, FFP) and vehicles (IDIQ, GWAC, GSA schedules).
• Advanced proficiency in Microsoft Excel and experience developing, reviewing, and troubleshooting complex pricing models.
• Ability to communicate complex pricing issues clearly and present recommendations to senior leadership with credibility and confidence.
• Demonstrated problem-solving, analytical, and decision-making skills with strong attention to detail and sound business judgment.
• Experience in a growth-stage or mid-tier contractor environment, where the pricing leader is expected to both set strategy and personally build the models, is strongly preferred.
• Experience supporting federal health agencies (NIH, VA, military health, HHS public health programs) is a plus.
• Basic Compensation: $170,000 - $185,000 yearly salary

The salary range listed reflects what we reasonably expect to pay for this role at the time of posting. The final offer may vary based on skills, experience, geographic location, market conditions, and internal equity. Additional compensation may include performance incentives and program-specific awards. We do not use salary history to determine compensation, in line with applicable law.