Director of Pricing

Job Summary

The Director of Pricing reports to the Finance Director and owns everything that goes out the door on the price/cost volume of every proposal CBRE Government Services submits. You will build and lead a team of Pricing, establish pricing standards and process controls, own the approved rate card and fee strategy, and serve as the primary Finance interface to Capture, Business Development, and Contracts leadership. This role requires someone who is equally comfortable doing the technical work and leading a team — we are standing up a function, not inheriting a mature one.

Primary Job Functions

Essential Duties and Responsibilities

• Lead the Pricing team: hire, develop, and manage a Pricing team supporting proposals across FFP, CPFF, T&M, and IDIQ contract types including facilities management, operations and maintenance, and construction.
• Own the proposal price/cost volume for major and strategic pursuits: rate application, CLIN structure, fee strategy, compliance review, and final assembly.
• Maintain and govern the approved rate card in coordination with the Finance Director and Controller; ensure all proposals reference the current approved rate set.
• Develop and institutionalize price-to-win (PTW) methodology; build the competitive intelligence capability that informs pricing strategy across the portfolio.
• Set and enforce pricing standards: BOE format, review tollgates, proposal file structure, and compliance checklists.
• Coordinate with the Finance Director on fee approvals and indirect rate strategy; serve as the pricing function's primary interface with DCAA and Contracts.
• Drive the post-award lessons learned process; use debrief data to continuously improve win rates and pricing accuracy.
• Partner with the Director of Estimating to ensure cost model inputs and pricing outputs are consistent, traceable, and defensible.
• Present pricing strategy and rationale to BD and operations leadership; support executi