Director of Strategic Pricing & Profitability



The Director of Strategic Pricing and Profitability will provide innovative, influential leadership in developing, evaluating, and implementing pricing and profitability strategies across Excella. This position requires the ability to work across all levels of the organization to develop and enhance a culture of pricing excellence and post award profitability optimization at both the strategic and tactical levels.  The Director of Strategic Pricing and Profitability is considered an expert on the interpretation of Request for Proposals (RFPs) along with the application of various government regulations (FAR, DFARS). This position will regularly interact with senior leadership, subcontractors, as well as customers, and will work cross-functionally to successfully educate stakeholders on pricing principles, assess current pricing practices, and to develop and manage sophisticated pricing analytics and profitability models.

He/She will participate on proposal teams for new business opportunities and will assume full responsibility for the following:

  1. Preparing competitive and fully compliant cost/price proposals.
  2. Interpreting RFP requirements for cost volume content and structure.
  3. Prepare pricing reviews, briefings, cost models, and narratives.
  4. Acquire pricing related approvals.
  5. Maintaining pricing related documentation.

This person must continually work to improve our cost proposal processes and develop and administer quality control procedures. The Director position will also provide overarching business advice and negotiation expertise to ensure a high win rate and optimized pricing. The Director position will lead post award project success reviews, working with Engagement Managers and Market Owners to drive optimal project performance and execution.  In addition, must have the ability to effectively teach and mentor personnel on best practices.


  • Assumes responsibility for the preparation of fully compliant and competitive cost/pricing volumes, establish and coordinate proposal schedules, pricing model development, and cost narratives.
  • Prepare and present detailed cost/price briefings for management, including discussion of RFP pricing requirements, evaluation criteria, competitive analysis, pricing strategies, and key financial metrics.
  • Work with capture teams to develop Price To Win (PTW)/Competitive Analysis models in support of key bids.
  • Establish rate management principles and practices, taking into consideration pricing differences across markets and contracting relationship (prime/sub/CTA/JV). Translate Excella's solutions to relevant labor categories and rates for their application to modifications on Federal contract vehicles (GWAC/MAS/IDIQ/BPA) and commercial price lists.
  • Substantiate the estimated price range based on quantitative data such as customer budget data, salary and wrap rate modeling, labor profile modeling, industry benchmarks, reverse engineering of past bids, and expert judgment.
  • Lead ongoing post award analysis of proposals to actual project profitability to identify areas of improvement
  • Maintain detailed pricing documentation to serve as a reference for future inquiries or audits.
  • Lead business case preparation assessing strategic and financial returns on Excella initiatives, including financial (revenue, expense, capital) projections based on key assumptions.



  • Strong business acumen, with ability to understand the larger context surrounding pricing approaches and translate those into a body of knowledge that helps shape the company's overall strategy
  • Experience with post-award financial project management
  • Experience in all types of contracts, including FFP, T&M, CPFF, CPAF, CPIF, LH, BPA, and IDIQ
  • Familiarity with Government CAS and FAR.
  • Financial experience in a government contracting environment is required
  • Adept at navigating complex, high-pressure environments 
  • Self-motivated and proactive, with strong organizational and time management skills as well as strong analytical, evaluative and critical thinking skills 
  • Proficiency in financial modeling and spreadsheet functionality is required. Must be able to manipulate data effectively and present findings to management and key stakeholders 
  • Ability to build relationships and foster a collaborative environment with all stakeholders 


Preferred Education and Experience:

Bachelors Degree in Business, Finance, and Accounting or related field and 10+ year’s relevant professional experience

10+ years of previous program and proposal financial experience in a government contracting environment with knowledge of CAS (Cost Accounting Standards), FAR (Federal Acquisition Regulations) and DCAA (Defense Contract Administration Agency).

10+ years of experience leading Proposal Cost Volumes, including expertise in Price-to-Win, writing winning narratives and meeting all proposal requirements.




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 15 days of paid vacation, 6 federal holidays, and 4 floating holidays.
  • You can bike, drive, or metro to work -- our commute reimbursement plan has you covered.
  • We cater dinner every quarter, and always have healthy snacks available!
  • You'll have fun! We hold monthly social events all year long.

Excella is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.


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