The Challenge:

JCTM is increasing the size, complexity, and strategic importance of the federal services opportunities it pursues across prime, subcontract, joint venture, IDIQ, GWAC, and task-order environments. The company requires a dedicated senior pricing capability that can mature Price-to-Win (PTW) earlier in capture, improve competitive economics, protect execution feasibility, and help leadership make more disciplined investment decisions.

The successful candidate must be able to tell leadership, clearly and credibly:

"Here is the likely winning range, here is where our current price sits, here are the major drivers, here are the available levers, and here is the course of action I recommend."

JCTM is hiring a strategic pricing leader, not simply a proposal pricer. The person in this role will help determine why JCTM can win, what price is likely to win, what the opportunity is worth to JCTM, and whether the expected return justifies the investment.

Challenging Projects:

The Director of Strategic Pricing & Price-to-Win owns JCTM's pricing and price-to-win operating system. This role independently determines likely competitive pricing ranges, assesses JCTM's position against those ranges, challenges solution and staffing assumptions, and advises the CGO, CEO, CFO, Capture, and Operations leaders on whether JCTM should Bid, Redesign, pursue a Strategic Exception, or No Bid.

The person in this role will help determine why JCTM can win, what price is likely to win, what the opportunity is worth to JCTM, and whether the expected return justifies the investment.

Key Responsibilities:

• Price-to-Win Operating System
  • Lead PTW development for priority federal pursuits using both top-down and bottom-up methodologies.
  • Establish and maintain PTW maturity through Preliminary, Refined, Validated, and Final stages as the pursuit matures.
  • Develop defensible likely-winning ranges; document assumptions, confidence levels, known facts, analytical estimates, and material uncertainty.
  • Compare JCTM's current estimated price to the PTW range and midpoint; identify the principal cost, staffing, fee, wrap, subcontractor, and solution drivers creating variance.
  • Recommend Redesign, Strategic Exception, or No Bid when JCTM is materially outside the likely competitive range or when available intelligence does not support a credible path to win.
• Early Capture, Qualification & Bid/No-Bid Support
  • Integrate pricing into capture before final RFP release whenever sufficient information exists; do not wait until proposal production to begin competitive pricing analysis.
  • Evaluate draft RFPs, PWS/SOWs, RFIs, acquisition strategy, historical awards, incumbent position, customer budgets, evaluation methodology, staffing assumptions, and competitive intelligence.
  • Provide an independent pricing recommendation for Tier 1/2 and other material pursuits and participate directly in gate reviews and Bid/No-Bid decisions.
  • Challenge unsupported PWIN, staffing, labor-mix, margin, teaming, and execution assumptions when pricing evidence indicates the current approach is not competitive or executable.
  • For pursuits above $5M in JCTM Economic TCV, prepare decision-quality PTW content supporting the CGO's CEO PTW review before the applicable Bid Gate.
• Executive Pricing Advisory
  • Serve as JCTM's primary pricing advisor during executive reviews. Present concise, decision-quality recommendations that address:
  • Probable winning price or range and confidence level
  • Current JCTM estimated price and variance to the PTW range/midpoint
  • Major cost, labor, staffing, subcontractor, and workshare drivers
  • Margin / fee implications and execution risk
  • Customer and acquisition intelligence affecting price sensitivity
  • Available competitive levers and scenario tradeoffs
  • Recommended pricing posture: Protect / Defend, Competitive Growth, Strategic Beachhead, Vehicle Activation, Redesign, Strategic Exception, or No Bid
• Pricing Scenarios, Solution Economics & Staffing Strategy
  • Develop multiple executable pricing scenarios rather than relying on one static answer; identify the competitive, financial, operational, staffing, contractual, and margin implications of each.
  • Work with Capture, Operations, Program Management, Recruiting, HR, and technical SMEs to translate requirements into defensible labor categories, labor mixes, staffing levels, hours, phasing, and rate assumptions.
  • Distinguish mission-critical staffing from areas where labor mix, experience bands, staffing levels, phasing, or teaming can be adjusted without undermining technical execution.
  • Challenge staffing models that are materially above or below a credible competitive and executable level.
• Competitive, Customer & Labor-Market Pricing Intelligence
  • Independently research federal award history, incumbent contracts, customer buying patterns, competitor positioning, probable competitor rates/indirects, market compensation, public job postings, BLS data, government databases, and commercial market-intelligence sources.
  • Use partner and subcontractor intelligence when useful, but independently validate material assumptions where practical.
  • Build and maintain a reusable competitor-price, labor-rate, historical-award, and PTW intelligence library so each pursuit improves JCTM's pricing knowledge base.
  • Clearly distinguish known information, inferred information, and analytical estimates when briefing leadership.
• Proposal Pricing, BOE & Cost Model Leadership
  • Develop, review, and troubleshoot compliant federal proposal pricing and cost models, including:
    • Direct labor
    • Fully burdened rates
    • Fringe
    • Overhead
    • G&A
    • Escalation
    • Subcontractors
    • Consultants
    • Travel
    • ODCs
    • Fee/profit
    • Gross margin
    • Total contract value
  • Support FFP, FFP-LOE, T&M/Labor Hour, CPFF/cost-reimbursable, IDIQ, GWAC, and task-order pricing environments.
  • Work with technical, capture, proposal, and operations leaders to develop and validate Basis of Estimate documentation and maintain traceability from solicitation requirement to technical solution, staffing plan, BOE, and pricing model.
  • Perform mathematical, formula, compliance, reasonableness, and sensitivity checks before executive review and submission.
• Subcontractor, JV & Workshare Pricing Strategy
  • Lead pricing data calls and pricing coordination with subcontractors, teaming partners, consultants, and joint venture participants.
  • Evaluate partner pricing for competitiveness, labor-category alignment, indirect treatment, escalation, ODCs, period-of-performance consistency, workshare requirements, and pass-through/margin impact.
  • Recommend labor allocation, target rates, and workshare approaches that balance competitive pricing, execution risk, regulatory requirements, and long-term partner strategy.
  • Support negotiation of subcontractor and teammate pricing assumptions when required.
• Compliance, Governance & Pricing Infrastructure
  • Maintain strong working knowledge of FAR, DFARS, FAR Part 15, allowability/allocability/reasonableness, Service Contract Labor Standards, Truthful Cost or Pricing Data requirements, Cost Accounting Standards when applicable, and solicitation-specific pricing instructions.
  • Create and maintain pricing models, rate libraries, templates, assumption logs, review checklists, approval records, and version-control practices appropriate for a growing small/mid-market GovCon.
  • Protect proprietary, procurement-sensitive, source-selection-sensitive, and contractor bid/proposal information.
  • Lead the post-award/debrief pricing learning loop so meaningful wins and losses update PTW assumptions, competitor intelligence, labor-rate knowledge, and future pricing strategy.

What Success Looks Like in the First 6-12 Months:

• 100% of Tier 1/2 pursuits have Pricing engaged before the applicable Bid Gate.
• A repeatable Preliminary → Refined → Validated → Final PTW process is operating and understood across Growth, Capture, Proposal, Finance, and Operations.
• A competitor-price / PTW library and labor-rate benchmark library are established, usable, and updated from meaningful wins, losses, and debriefs.
• CEO and CGO receive concise, decision-quality pricing recommendations on major pursuits-not merely completed cost models.
• Documented examples show Pricing changed staffing, labor mix, teaming, workshare, solution architecture, pricing posture, or a Bid/No-Bid decision before submission.
• PTW estimate accuracy and the percentage of submitted bids inside the approved PTW range improve over time.
• JCTM can demonstrate a disciplined corporate pricing posture for normal growth, strategic beachhead investments, vehicle activation, and margin-protection decisions.

New Skills:

Work directly across JCTM's Growth, Capture, Proposal, Finance, Operations, PMO, Recruiting, HR, and executive leadership functions. You will deepen JCTM's ability to integrate price-to-win into early capture, use competitive intelligence to shape solution economics, establish repeatable PTW processes, and apply post-award and debrief lessons to future pursuits.

Room to Grow:

This position provides direct access to JCTM's CEO, CGO, CFO, Capture leadership, Operations, and other key decision-makers. You will have the opportunity to build and mature JCTM's corporate pricing and PTW capability, establish reusable intelligence and pricing infrastructure, and influence the company's approach to opportunity qualification, capture strategy, pricing posture, and investment decisions.

You Have:

• 10+ years of progressively responsible federal government contracting pricing, price-to-win, cost analysis, proposal pricing, or closely related experience.
• Demonstrated experience independently leading federal PTW analyses and developing defensible likely-winning ranges.
• Demonstrated ability to perform and reconcile top-down and bottom-up pricing analysis.
• Significant experience pricing labor-intensive federal professional services, ideally including C5ISR, intelligence, cyber, enterprise IT, digital modernization, mission support, engineering, or other cleared/technical services.
• Demonstrated experience using pricing and competitive intelligence to influence capture strategy, staffing, teaming, and Bid/No-Bid decisions.
• Experience supporting significant federal services pursuits, including complex multi-year opportunities and task orders.
• Advanced Microsoft Excel skills and demonstrated ability to independently build, audit, and troubleshoot complex pricing and financial models.
• Strong understanding of labor-rate development, compensation markets, indirect rates, wrap, escalation, fee/profit, gross margin, and sensitivity analysis.
• Experience developing and reviewing BOEs and aligning technical solution, staffing, hours, and pricing assumptions.
• Experience leading subcontractor/JV pricing, workshare analysis, rate comparison, and pricing negotiations.
• Working knowledge of FAR, DFARS, federal acquisition requirements, and government contract pricing principles.
• Executive-level communication skills; must be able to defend a recommendation under questioning and challenge unsupported assumptions professionally.
• Ability to operate hands-on in a lean small/mid-market GovCon environment without requiring a large pricing department for support.
• Ability to manage multiple concurrent pursuits and compressed proposal timelines.
• U.S. citizenship and eligibility to obtain and maintain a U.S. government security clearance.

Nice to Haves:

• Direct DoD and/or Intelligence Community pricing experience.
• Experience with OASIS+, SeaPort-NxG, GSA MAS/Schedules, STARS, Polaris, other GWAC/IDIQ task-order environments, and joint ventures.
• Experience pricing 8(a), SDVOSB, small-business set-aside, and other socioeconomic acquisition strategies.
• Knowledge of limitations on subcontracting and small-business workshare requirements.
• Experience with LPTA and best-value tradeoff evaluation strategies.
• Experience in Black Hat, competitive assessment, pre-RFP capture, and formal gate-review processes.
• Experience with GovWin or comparable federal market-intelligence tools and public award/compensation databases.
• Experience with Deltek Costpoint/GCS, Unanet, JAMIS, or comparable GovCon accounting/ERP platforms.
• Experience responding to DCAA, DCMA, or government pricing information requests.
• Experience building or materially improving a corporate pricing/PTW function, model library, or competitive-intelligence repository.

Key Working Relationships:

Partner

Primary Relationship

Chief Growth Officer (direct supervisor)

Pricing strategy, PTW posture, opportunity qualification, Bid/No-Bid recommendations, executive reviews

Chief Executive Officer

Strategic pricing / PTW review for major pursuits and approved strategic exceptions

Chief Financial Officer

Indirect rates, corporate economics, financial integrity, guardrails, and margin validation

Capture Managers