Overview

Senior Director of Pricing at ICF is a vital role to lead our North American Pricing organization supporting a broad portfolio that includes federal, state & local, commercial and occasionally international pursuits, having a major impact on the rapid growth of our company. The role collaborates with capture and technical teams within line operations and various corporate functional teams to align pricing strategies with customer requirements and competitive market dynamics. You will formalize company-wide pricing policies and guide the financial and pricing decision-making process supporting the firm’s strategic capture efforts and developing robust business models across multiple technology and services markets and contract structures. You will report to the SVP of Contracts, Procurement and Pricing and lead a team of pricing professionals, transforming the team strategically and operationally to drive long-term growth. ICF operates in a hybrid environment with preference for working from the Reston HQ 1-3 days per week.

Responsibilities

• Overall responsibility for pricing and cost estimating for US government, state & local, and commercial procurements within North America; lead full lifecycle pricing strategy and related business guidance for professional services and technology products, including AI-infused products and solutions.
• Interface with executive management and foster collaborative relationships with business development, capture, proposal teams, Finance, Contracts, Procurement, and other functions to develop winning price strategies, resolve issues, implement solutions, and provide expert guidance.
• Partner with business development and technical solution teams to implement pricing strategies, value propositions, trade-off analysis, and tactical execution throughout the proposal process.
• Assess and recommend comprehensive pricing strategies and analyses, including teaming arrangements, labor mix, and pricing discounts; identify pricing risks and mitigate to achieve price-to-win goals.
• Integrate competitive intelligence and market research to optimize pricing strategies and support robust business case and risk assessments.
• Implement best practices and innovative pricing proposal processes and models; design and oversee quality control protocols, organizational frameworks, and workload distribution for the proposal pricing teams.
• Mentor and train team members to develop skills, grow leadership, and maintain a disciplined, positive working environment.
• Ensure compliance with federally approved cost estimating systems, ICF policies, and client requirements in pricing strategies and proposals; adhere to federal standards including FAR, DFAR, DCAA, TINA, CAS, SCLS, and grants (2 CFR Part 200).

Requirements

• 15+ years of experience in price and cost proposal preparation for US government, state & local, commercial and international clients, including risks, pricing strategies, compliance, and estimating practices; experience with technology products and as-a-service contracts is valued.
• 5+ years of experience developing pricing solutions for technology products and as-a-service contracts.
• 5+ years of experience leading a pricing function at scale, including recruiting and developing staff.
• Experience with proposal cost narratives, assumptions, and justifications aligned with pricing strategy.
• Experience leading pricing strategy for GSA Schedules and GWACs, and for joint ventures; familiarity with OTA instruments is a plus.
• Advanced expertise in price modeling and financial management; strong analytical and communication skills; ability to convey complex information to diverse audiences.
• Experience drafting and implementing company policies and procedures; ability to collaborate cross-functionally with senior executives and multiple departments.
• Bachelor's degree in Business, Finance, or related field; master's degree a plus.

Location: Reston, VA preferred; hybrid work arrangement.