Operations Lead

Pricing and Commercial Operations Lead

Group/Sector: Corporate Core / Contracts, Procure, Pricing

Location: McLean, VA (Hybrid/~2 days Onsite)

Target Start Date: ASAP

Salary Range: $86,800 - $198,000

Legal Requirement: U.S. Citizen Only

The Opportunity & Value Proposition

Join Booz Allen in an impactful, hands-on role where you can drive the commercial transformation of a legacy industry leader. If you thrive in agile environments where you "build the plane while flying it," this position offers the backing of a premier global consulting firm alongside the excitement of establishing commercial deal desk and pricing operations from the ground up.

As the Pricing and Commercial Operations Lead , you will take full ownership of turning complex product pricing and packaging strategies into custom, actionable, and winnable commercial proposals. Unlike traditional high-volume deal desks focused on transactional churn, you will work on high-value, complex Enterprise transactions across SaaS, hardware-plus-subscription, and usage-based models.

Key Responsibilities

• Deal Desk & Commercial Operations: Manage the end-to-end commercial deal desk flow for complex Enterprise transactions, including custom quote generation, ROMs, expansions, renewals, and partner/reseller arrangements.
• Hands-on Execution & Playbook Design: Act as a dynamic, hands-on contributor capable of navigating non-standard deal structures, establishing guardrails, and building operational workflows on the fly.
• Approval Governance: Apply approved discount structures, commercial terms, and margin thresholds while coordinating multi-stakeholder reviews across Sales, Finance, Legal/Contracts, and Product teams.
• Commercial Systems & Catalog Readiness: Maintain product catalogs, SKUs, and pricing rules within CRM environments (Microsoft Dynamics) and supporting CPQ/ERP systems; support upcoming Contract Lifecycle Management (CLM) integration.
• Process Optimization: Track deal cycle times, document operational playbooks, and refine intake forms to optimize commercial speed-to-market.

Candidate Qualifications

• Experience: 5+ years of hands-on experience in pricing operations, commercial deal desk, sales operations, or quoting management.
• Pricing Model Knowledge: Direct exposure to Large Enterprise / Large Business deal structures spanning SaaS, recurring subscription, usage-based, and hardware-plus-subscription models (B2C/SMB experience excluded).
• Industry Background: Talent from Cyber Defense, Enterprise Technology, PE/VC-backed growth firms, or defense technology majors (e.g., Lockheed Martin, Northrop Grumman, Raytheon). Startup agility is highly valued.
• Technical Skills: Proficiency with enterprise CRM systems (Microsoft Dynamics highly preferred) and familiarity with CPQ tools (Salesforce/Conga), Billing engines (Zuora), or ERPs (Oracle/SAP).
• Education: Bachelor’s Degree required.
• Citizenship: U.S. Citizenship is strictly required.