Director, Strategic Pricing & Competitive Intelligence

Role Description

Astrion has an exciting opportunity for a Director of Strategic Pricing & Competitive Intelligence to join the Growth team. The Director of Strategic Pricing & Competitive Intelligence leads enterprise-wide pricing strategy, competitive assessment, and price-to-win (PTW) activities in support of federal defense and national security pursuits. This role partners closely with Business Development, Capture, Finance, Contracts, and Operations to develop competitive, compliant, and executable pricing strategies that maximize win probability while achieving corporate financial objectives.

The ideal candidate possesses deep expertise in federal acquisition regulations, cost proposal development, AI-enabled competitive market analysis, and AI-enabled price-to-win methodologies within the Department of Defense (DoD), Intelligence Community (IC), and/or civilian federal sectors.

Qualifications

• Bachelor’s degree in Finance, Accounting, Economics, Business, Engineering, or related field.
• 10+ years of progressive experience in federal government contracting pricing, capture, or competitive intelligence.
• 5+ years leading strategic pricing or PTW functions for defense or national security programs.
• Demonstrated experience supporting large-scale competitive pursuits ($50M–$1B+).
• Experience supporting DoD, IC, DHS, or civilian federal agencies.
• Master’s degree in Business, Finance, Economics, or related discipline (preferred).
• Experience supporting Top Secret / SCI or classified programs (preferred).
• Professional certifications such as CPP (Certified Pricing Professional), APMP, PMP, NCMA certifications (preferred).
• Experience with Deltek Costpoint, GovWin, PRICE Systems, Parametric estimating tools (preferred).
• Familiarity with OTA, fixed-price incentive, and hybrid contract structures (preferred).
• Experience leading pricing transformation initiatives or pricing COEs (preferred).
• Prior experience in management consulting or strategic advisory services supporting federal contractors (preferred).

Requirements

• Deep expertise in Price-to-Win (PTW) methodologies.
• Competitive intelligence analysis.
• FAR/DFARS regulations.
• Cost proposal development.
• Federal acquisition processes.
• Indirect rate structures.
• Labor pricing strategies.
• Strong financial modeling and analytical skills.
• Advanced proficiency in Excel and pricing tools/models.
• Experience developing BOEs, pricing narratives, and cost volumes.
• Strong understanding of cost realism, cost analysis, and pricing compliance requirements.
• Ability to synthesize market intelligence into actionable pricing strategies.
• AI-enabled pricing analytics.
• Proven ability to influence executive leadership and cross-functional teams.
• Excellent written, verbal, and presentation skills.
• Strong strategic thinking and decision-making capabilities.
• Ability to manage multiple high-priority pursuits simultaneously in a fast-paced environment.
• U.S. citizenship and the ability to obtain a SECRET clearance.

Responsibilities

• Lead development of strategic pricing approaches for competitive federal proposals, task orders, IDIQs, and strategic pursuits.
• Direct pricing strategy throughout the capture lifecycle, from opportunity shaping through proposal submission and negotiations.
• Establish pricing governance, methodologies, tools, and best practices across the organization.
• Provide executive-level recommendations regarding pricing risk, margin strategy, and competitive positioning.
• Ensure pricing strategies align with corporate growth objectives, revenue targets, and operational capabilities.
• Lead enterprise Price-to-Win (PTW) analysis efforts, including competitor assessment, customer buying behavior, incumbent analysis, and probable award pricing scenarios.
• Develop and maintain competitive intelligence databases, pricing benchmarks, and historical award analyses.
• Conduct Black Hat sessions, competitor modeling, and pricing sensitivity analyses.
• Identify competitor discriminators, labor strategies, indirect rate trends, and probable pricing behaviors.
• Advise Capture Managers and executive leadership on win probability, pricing elasticity, and strategic positioning.
• Integrate PTW findings into capture strategies and proposal decision-making.
• Collaborate with Capture Managers, Proposal Managers, and technical teams to develop compliant and compelling pricing volumes.
• Support color reviews and executive reviews with pricing strategy recommendations and risk assessments.
• Lead development of cost models, BOEs, labor mix strategies, and pricing narratives.
• Ensure alignment between technical solutions and pricing assumptions.
• Support negotiations, fact-finding, audits, and customer pricing discussions as required.
• Analyze direct and indirect cost structures, labor categories, subcontractor pricing, and market trends.
• Evaluate profitability, affordability, and execution risk across strategic opportunities.
• Develop pricing analytics and dashboards to support business decisions.
• Recommend pricing process improvements and automation opportunities.
• Build and mentor high-performing pricing and competitive intelligence teams.
• Partner with Finance, Contracts, Procurement, HR, and Operations to align pricing assumptions and labor strategies.
• Serve as trusted advisor to executive leadership on strategic pursuits and pricing investments.
• Support M&A due diligence and integration activities related to pricing capabilities and market positioning.