Senior Pricing Specialist

We are an employee-centric company that truly appreciates our team members and their value to our customers and the missions they support. We pride ourselves on being forward-leaning thinkers and fostering teams that are and continue to be technically proficient and technically capable across a comprehensive range of cyber mission areas. OneZero full-time employees receive an extremely competitive benefits package that includes health/dental/vision/life insurance plans, 401K with company matching, PTO & paid holidays, employee referral program, and educational assistance. Additional details can be found on our website at: https://www.onezerollc.com/careers/

Position Title: Senior Pricing Specialist

Location: National Capital Area/Hybrid

About the Job

We are seeking a highly skilled and strategic Senior Pricing Specialist to join our team. This is a high-impact, senior-level individual contributor role responsible for leading soup-to-nuts pricing for Federal proposals ranging from small task orders to major enterprise programs.

The Senior Pricing Specialist will report directly to the SVP of Finance and will work closely with business development, contracts, project managers, technical leads, subcontractors, and company leadership. This role requires deep experience in Federal pricing, strong judgment, exceptional analytical ability, and the ability to independently drive the full pricing lifecycle with minimal oversight.

This is a strategic role for a seasoned pricing professional who can lead pricing strategy discussions, build compliant and compelling pricing models, and ensure alignment across technical, contractual, and financial elements of every pursuit.

Responsibilities

Pricing Leadership

• Lead all pricing activities across the full proposal lifecycle-from early capture through final submission.
• Facilitate and lead pricing kickoff meetings, pricing strategy sessions, Yellow Team and Green Team reviews, and pricing integration meetings with capture and technical teams.
• Provide pricing recommendations to Business Development and Executive Leadership.
• Develop multiple pricing scenarios and competitive models to support strategy decisions.

Pricing Model Development

• Build and own all pricing models, including labor category mapping, direct labor rate development, salary analysis (ERI/BLS/internal), indirect rate application, escalation, fee modeling, and full wrap rate calculations.
• Develop pricing for FFP, T&M/LH, and CPFF structures; hybrid models; multi-CLIN/SLIN structures; IDIQ/BPA rate cards; and GSA MAS price tables.
• Conduct price realism and cost realism assessments, competitive benchmarking, and price-to-win analysis.
• Perform workshare modeling and subcontractor rate integration.

Compliance & Documentation

• Own all pricing-specific compliance for proposals, including developing and maintaining the pricing compliance matrix.
• Identify, interpret, and execute all pricing-related requirements across the RFP, attachments, exhibits, pricing templates, and amendments.
• Lead pricing Q&A development and coordinate through the Proposal Manager.
• Create clear and compliant cost narratives, pricing assumptions, and supporting documentation.

Collaboration & Coordination

• Collaborate with Capture Managers, Proposal Manager, Contracts, Recruiting, Project Managers, and technical SMEs to gather data inputs, validate assumptions, and ensure BOE alignment.
• Coordinate with subcontractors and teaming partners to obtain, evaluate, negotiate, and integrate sub pricing.
• Support organic pricing for project-level modifications, scope increases, and repricing events.

Strategic Pricing & Market Research

• Conduct competitive salary research using ERI, BLS, and other survey tools.
• Perform competitor wrap-rate analysis using FPDS, USA Spending, and GovWin.
• Support early capture with pricing intel, ranges, and risk assessments.
• Contribute to workshare strategy and teaming proposals by assessing cost impacts.

Templates, Tools & Process Improvement

• Maintain and optimize pricing templates, intake forms, compliance matrices, and pricing calendars.
• Enhance internal pricing processes to ensure accuracy, efficiency, and repeatability.
• Recommend improvements to Pricing SOPs and proposal workflows.

Qualifications

Required Experience

• 12+ years of hands-on Federal pricing experience leading soup-to-nuts pricing for proposals of varying size and complexity.
• Proven experience pricing large, complex Federal proposals, including enterprise-level programs.
• Deep understanding of Federal acquisition regulations, including FAR Parts 14, 15, 16, and 31; DFARS; cost principles; and cost realism/price realism methodologies.
• Experience with CPFF, T&M/LH, FFP, and hybrid contract types.
• Strong understanding of agency-specific pricing (e.g., Navy/SeaPort, GSA MAS, Air Force, Army, DHS, Civilian).
• Expertise working with subcontractors and negotiating rate packages.
• Advanced proficiency in Microsoft Excel (expert-level modeling required).

Required Skills

• Strong negotiation skills and ability to influence teaming partners and internal stakeholders.
• Exceptional analytical, quantitative, and critical thinking skills.
• Executive-level communication skills-written and verbal.
• Strong attention to detail, accuracy, and compliance.
• Ability to multitask and manage multiple concurrent pricing efforts.
• Highly proactive, solution-oriented mindset with strong ownership of deliverables.
• Ability to lead pricing discussions confidently and professionally across all levels of the organization.

Preferred Skills

• Experience with GovWin, USA Spending, FPDS, ERI, and salary survey tools.
• Familiarity with PowerQuery, VBA, and advanced automation techniques.
• Experience with GSA MAS pricing tools and structures.

Work Environment

• Hybrid or fully remote candidates considered.
• Occasional participation in meetings at the Alexandria, VA office may be required for major reviews or capture activities.
• Minimal travel (