Director of Pricing

Harmonia Holdings Group, LLC is an award-winning, rapidly growing federal government contractor committed to providing innovative, high-performing solutions to our government clients and focused on fostering a workplace that encourages growth, initiative, creativity, and employee satisfaction.  

Description

Title: Director of Pricing

Location: McLean, VA - Hybrid

Position Description

The Director of Pricing will be a pivotal leader in Harmonia’s next phase of growth. As a $200M government services company with expectations of sustained double-digit growth, Harmonia is investing in a strategic pricing capability that drives competitive advantage, profitability, and disciplined execution. This role will own and shape the company’s pricing strategy, partnering closely with capture teams, business unit leaders, and corporate growth leadership on highly competitive pursuits.

Initially an individual contributor, the Director of Pricing will be responsible for standing up and scaling the enterprise pricing function across four subsidiaries — establishing standardized tools, processes, and governance while remaining hands-on in critical captures. Reporting to the Chief Financial Officer, this high-visibility role offers a seat at the corporate decision-making table and the opportunity to directly influence Harmonia’s growth trajectory.

Responsibilities: 

Strategic Pricing Leadership

• Define and execute Harmonia’s enterprise pricing strategy to support profitable, scalable growth.
• Serve as a trusted advisor to executive leadership on pricing strategy, competitive positioning, and risk tradeoffs.
• Lead Price-to-Win (PTW) and Design-to-Cost (DTC) efforts to balance win probability, compliance, and margin objectives.

Pricing Function Build-Out

• Establish and scale the pricing organization, including tools, models, templates, and governance.
• Design the future-state pricing operating model and develop a roadmap for team growth.
• Standardize pricing practices across subsidiaries while supporting contract- and customer-specific needs.

Capture & Proposal Execution

• Lead pricing strategy for complex, high-value pursuits across T&M, FFP, and Cost-Plus contract types.
• Partner with capture teams from early strategy through proposal submission.
• Oversee development of pricing models, cost volumes, and narratives aligned with RFP requirements.
• Lead pricing strategy sessions, proposal kickoffs, and executive reviews.

Compliance & Risk Oversight

• Ensure pricing solutions are compliant with FAR, DCAA, TINA, and internal policies.
• Provide expert oversight of cost structures, assumptions, WBS, and CLIN/subCLIN pricing.
• Support negotiations, fact-finding, audits, and post-submission activities.

Cross-Functional Collaboration

• Collaborate closely with Finance, Contracts, Programs, and Business Development to align pricing with execution and financial objectives.
• Integrate pricing insights into capture strategy, solution design, and investment decisions.
• Act as the enterprise pricing authority, bringing cohesion, rigor, and clarity across Harmonia.

Requirements

• Bachelor’s degree in Business, Finance, Accounting, Economics, or a related field (or equivalent experience).
• 8+ years of progressive pricing and cost estimating experience in the government contracting industry, including leadership of complex, competitive pursuits.
• Advanced proficiency in Microsoft Excel and the Microsoft Office suite; demonstrated ability to design and maintain sophisticated pricing and cost models.
• Demonstrated expertise in government contract pricing regulations, including FAR, DFARS, TINA, and DCAA requirements.
• Proven ability to lead Price-to-Win (PTW) and Design-to-Cost (DTC) strategies for T&M, FFP, and Cost-Plus contract types.
• Strong business judgment with the ability to assess pricing risk, margin tradeoffs, and competitive positioning.
• Ability to manage multiple high-priority pursuits in fast-paced, deadline-driven environments, including extended and non-standard work hours when required.
• Proven ability to build, lead, and scale a pricing function, working effectively with Program Managers, Capture Managers, executive leadership, and external partners.
• Experience supporting Joint Ventures, Mentor-Protégé relationships, or teaming arrangements in pricing strategy and execution.
• Self-starter with strong leadership presence, executive-level communication skills, and the ability to in