• Contracts & Pricing Director

  • About Excella

    Excella is a technology consulting firm serving commercial, non-profit, and federal clients in the Washington, DC area. Excella builds innovative custom software solutions with a strong focus on Agile engineering practices. We believe that great work leads to great things –- for our clients and our employees. We are growing fast and need passionate, innovative people who love working with technology and are ready to make an impact.


    Here's what you can expect from us:

    • We care about our employees. In fact, The Washington Post and The Washington Business Journal consistently rank us as a "Best Place to Work."
    • You'll work with great people who love what they do: our team includes published authors, certified trainers, and internationally renowned speakers.
    • We have a "bring your own device" workplace and will share the cost of a new computer of your choice -- Mac or PC. It's up to you.
    • We'll invest in your career by providing 3 days of paid professional development every year, including travel and registration fees to attend classes and conferences, in addition to tuition assistance for degrees and certifications.
    • Starting day one, every employee is bonus eligible and receives 17 days of paid vacation.
    • You can bike, drive, or metro to work -- our commute reimbursement plan has you covered.
    • We cater dinner bimonthly, and always have healthy snacks available!
    • You'll have fun! We hold monthly social events all year long, including a summer getaway for you and your family.


    Accountable for all aspects of Contracts and Pricing in a growing mid-market professional services firm. This includes defining principles and practices leading to new contract growth and maximizing value creation. Also responsible for providing instruction and professional development to individual team members, and assigning and providing quality assurance for work performed to ensure that the required skills, tools and knowledge (statutory, regulatory and process) are in place. Owns primary responsibility for developing pricing approaches in proposals, executing and administering contracts, establishing and managing subcontract relationships with customers and agencies, mitigating associated risk, and meeting all reporting and audit requirements.


    • Establish, communicate, and maintain policies and procedures for the Contracts and Pricing department, including supervising other Pricing Analysts and Contracts Administrators/Managers and providing quality assurance on their work. Manage individual and team workload to ensure the timely and compliant accomplishment of project deadlines.
    • Establish rate management principles and practices, taking into consideration pricing differences across sectors and contracting relationship (prime/sub/CTA/JV). Translate Excella's solutions to relevant labor categories and rates, and submit modifications to put those categories and rates on Federal contract vehicles (GWAC/MAS/IDIQ/BPA) and commercial price lists. Collect data on proposed pricing,
    • Lead pricing on business development pursuits. Facilitate team understanding of pricing-specific provisions, language, and opportunities. Lead strategy formulation, including Price/Position (PTW) considerations and prioritizing company financial goals and expectations. Present profit and comparison scenario (what-if) analyses for working and color reviews. Test, design and implement effective cost pools to enable Excella to enter new competitions successfully.
    • Ensure compliance with all pricing commitments, such as PRC/BOA floors on commercial pricing and ceilings on federal pricing.  Enforce compliance of proposals with the solicitation, federal regulations, Cost Accounting Standards (CAS), and company Cost Estimating System (CESM), Disclosure Statements, policies and procedures.
    • Manage federal contract vehicles and schedules. Work with different contract types (FFP, T&M, Cost Plus and hybrids), modify federal supply schedules, GWACs, BPAs, IDIQs, task orders, and other contracts, and exercise options, terminate and close out contracts. Serve as a domain expert on selected areas related to federal contracts and acquisition.
    • Manage the full contract lifecycle. Provide guidance and leadership to cross-functional business team members (primarily Sales and Account Management) to identify risk assessment and mitigation and opportunities to maximize revenue creation/retention. Perform strategic contract negotiations of complex and/or non-standard federal and non-federal contracts and agreements. Champion contract policy and procedure revision and improvement. Create, maintain and manage central customer contract files to promote effective contract management. Conduct reviews of complex contract actions in all phases of the contract life cycle. Compile and analyze contract related data and maintain historical information and documentation. Understand the business case and consider financial/analytical issues and profit and loss implications in contract negotiations.
    • Ad hoc projects as assigned



    • Extensive knowledge of and experience in accurately developing and maintaining pricing models for all contract types (GWAC/MAS/IDIQ/BPA/TO/etc.), fee structures (CPFF, CPIF, CPAF, FFP/LOE, T&M, FFP, etc.), establishing and utilizing existing IDIQ, GWAC, GSA, and MSA awards as well as new contract bids, change proposals, and EAC/ETCs, including adhering to solicitation requirements, evaluation criteria, price realism, reasonableness and balanced pricing compliant models.
    • Experience with strategic pricing for onsite/offsite, escalation, Basis of Estimates, M&H, labor category mapping, cost build-ups, etc. – including familiarity with Direct and Indirect (OH, G&A), etc.
    • Deep expertise in managing Federal GWAC/MAS/IDIQ/BPA/TO/etc. contracts, multiple contract types (CPFF, CPIF, CPAF, FFP/LOE, T&M, FFP, etc.) and solicitation types (e.g. FAR Parts 8, 15, and 16), including pursuing new contract vehicles and maintaining all aspects of awarded vehicles, throughout the entire Federal Acquisition Lifecycle.
    • Identification of many commonly-used regulations and ability to explain their relevancy to bids and pricing in general.
    • Proven ability to form relationships and communicate with contracting offices across Federal agencies.
    • Demonstrated effective verbal and written communication skills
    • Exceptional attention to detail and adherence to project deadlines and Federal regulations
    • Experience working in a fast-paced, team environment
    • Minimum 10 years in professional service with a minimum of 7 years in one of the following disciplines (or combination thereof) - pricing, financial analysis, or contract management, focused on providing business strategies, competitive intelligence, or market strategy within the Federal marketplace;
    • Undergraduate degree is required, preferably in Accounting, Finance, or Business.
    • Minimum of 5 years’ experience in the use of Microsoft Office Applications with a strong focus on Excel modeling for analysis and data presentation, and PowerPoint for developing effective presentations;



    • Previous experience in a federal contracting officer (or similar) role
    • Experience working with DCAA audits or other FAR audits


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