Title: Senior Director, Pricing
Location: Washington, DC metro area (hybrid); occasional travel to Heven AeroTech manufacturing and program locations
FLSA: Exempt
Reports To: Chief Growth Officer
Role Summary: Heven AeroTech is seeking a Senior Director of Pricing to own pricing strategy and execution across our hardware, software, and services lines. This individual will start as a hands-on, working pricing leader - building models, developing cost volumes, and supporting live pursuits - while simultaneously standing up the processes, tools, and governance that will let the function scale into a full pricing team as the company grows. The role requires significant experience pricing in the federal government market, with commercial pricing experience a strong plus, and demands comfort moving fluidly between BOM-based hardware cost modeling, software/IP pricing, and services labor-based pricing.
Essential Responsibilities: - Serve as the hands-on, working pricing lead across active pursuits, developing pricing strategies, cost volumes, and Basis of Estimates (BOEs) for hardware, software, and services offerings
- Build out the pricing function from the ground up, including pricing models, templates, review gates, and governance designed to scale as the company and pipeline grow
- Recruit, build, and ultimately lead a pricing team, providing mentorship and training as the function expands beyond a single working leader
- Develop BOM-based hardware and component cost models reflecting manufacturing costs, supply chain sourcing (including NATO-allied and domestic content considerations), and volume/scale assumptions relevant to Heven's platforms
- Develop services pricing models across labor categories and contract types (FFP, T&M, cost-reimbursable), and software/IP pricing approaches appropriate to federal and commercial customers
- Partner with Capture Managers, BD Directors, Program Management, Contracts, and Solutions Architecture to develop compliant, competitive pricing aligned to technical solutions and win strategy
- Ensure pricing compliance with FAR/DFARS cost and pricing regulations, TINA and Certified Cost or Pricing Data requirements, and Cost Accounting Standards (CAS), maintaining audit readiness for DCAA/DCMA reviews
- Support indirect rate structure development, forward pricing rate proposals, and wrap rate maintenance in coordination with Finance and Contracts
- Provide pricing trade-off analysis and executive-level recommendations at Gate reviews and bid/no-bid decisions, balancing competitiveness with margin and cost realism
- Track competitive pricing intelligence and market benchmarks across federal and adjacent commercial hardware, software, and services markets
- Bring commercial pricing disciplines (e.g., value-based or market-based pricing) into federal pursuits where appropriate, particularly for software and recurring services offerings
- Provide accurate, timely pricing status and risk reporting consistent with company-wide BD and Finance operating rhythm
Qualifications & Experience: Required: - 12+ years of pricing, cost estimating, or related financial leadership experience within the federal government contracting market (DoW and/or Federal Civilian), with a track record of pricing competitive, awarded pursuits
- Deep working knowledge of FAR/DFARS cost and pricing regulations, TINA/Certified Cost or Pricing Data requirements, and CAS, with demonstrated DCAA/DCMA audit experience
- Demonstrated experience pricing across hardware, software, and services simultaneously, including BOM-based hardware/component cost modeling alongside labor-based services pricing
- Proven ability to build and scale a pricing function, including the processes, tools, and governance that make pricing repeatable and compliant as an organization grows
- Strong financial modeling skills (advanced Excel required) and experience with cost estimating tools, ERP systems, or pricing software
- Demonstrated ability to work as an individual, hands-on contributor while building toward a team leadership role
- Bachelor's degree in Finance, Business, Economics, Engineering, or a related field
- Ability to obtain and maintain a DoD Secret clearance
Preferred: - MBA or equivalent advanced degree
- Commercial pricing experience (e.g., SaaS, hardware, or manufactured products), bringing market- and value-based pricing techniques to complement federal cost-based pricing
- Experience pricing hardware or manufactured components in an aerospace, defense, or advanced manufacturing environment
- Experience pricing under Other Transaction Agreements (OTAs), Commercial Solutions Openings (CSOs), or Commercial Item determinations, in addition to traditional FAR-based cost/price approaches
- Certified Professional Pricing (CPP) or similar pricing/cost estimating certification
- Familiarity with Blue UAS/NDAA compliance considerations and how they affect component sourcing and cost structure
Physical Requirements: - Ability to remain in a stationary position for extended periods while building financial models, developing cost volumes, and participating in virtual or in-person meetings.
- Ability to view computer screens and review detailed spreadsheets, cost data, solicitations, and regulatory documents for prolonged periods.
- Ability to operate a computer, keyboard, and standard office equipment for extended periods while performing detailed financial modeling and data entry.
- Ability to communicate clearly and effectively in person, by phone, and virtually, including presenting pricing analysis and recommendations to executives, Gate review boards, and government audit personnel.
- Ability to travel occasionally (up to 10-15%) via air and ground transportation to Heven AeroTech manufacturing and program locations, which may include walking manufacturing floors or other industrial environments.
- Ability to work extended hours during proposal surge periods and maintain accuracy on detail-intensive work under time constraints.
- Ability to occasionally lift and carry materials such as luggage, laptops, or proposal documentation weighing up to 20 pounds.
Benefits Overview: Heven AeroTech offers a competitive benefits package designed to support the health, financial security, and overall well-being of our employees and their families. Benefits include medical, dental, and vision coverage, retirement plans, paid time off/sick, and additional protections such as critical illness, hospital indemnity, accident coverage, and short- and long-term disability.
