Senior Director - Pricing

Job Description

Job Description

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

About Our Company:
At Heven AeroTech (Heven), we don't just believe in the power of people—we build our success on it. As a recognized leader in hydrogen-powered drones, we've earned recognition for creating a workplace where innovation thrives, collaboration is second nature, and every employee feels valued. Our culture is anchored in trust and a shared commitment to excellence.

We believe great teams are built on individuals who are humble, hungry, and smart —those who put team success first, take initiative to continuously improve, and demonstrate strong interpersonal awareness. At Heven, your voice matters, your ideas are heard, and your contributions make a tangible impact as you grow through hands-on experience and collaboration across the team.

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.

Equal Employment Opportunity Statement: 
Heven AeroTech is an Equal Opportunity Employer and considers all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other protected characteristic under applicable law.

Virginia State Pay Transparency

$170,000—$210,000 USD