Pricing Operations Manager

About the role

We are seeking a Pricing Operations Manager to join the Growth team. This is a senior, execution-focused role for an experienced government contracting pricing professional who can operate independently: turning pricing requests, deal data, and shifting priorities into clean, customer-ready outputs and a pipeline leadership can trust.

You will partner with Growth Leads and Mission Operations Leads as they pursue opportunities from identification to award, supporting day-to-day pricing actions across the pipeline. Deal owners hold accountability for their opportunities and customer deliverables; you are the enablement layer that makes them run well: building pricing that follows our frameworks, ensuring products and milestones land correctly in our customer relationship management (CRM) system, and helping enforce the data hygiene that keeps deal data accurate and forecastable as opportunities move through the pipeline. What you own is the integrity of our pricing and pipeline data and the processes behind them. As the team scales, this role may take ownership of pricing for assigned portfolios or product lines.

• Mission-First Mindset - We put the needs of the mission and our customers first and understand that the US and its allies have no preordained right to victory in any future conflict.
• Ownership Mentality - We're looking for owners; those who have a natural bias to assume responsibility, a healthy dose of skepticism, and contribute to a culture of performance. In this role, that means owning the integrity of our pricing and pipeline data — and treating every number that goes in front of a customer or executive as yours to defend.
• Government Contracting Pricing Fluency - This role demands hands-on experience pricing in the government contracting environment: ROMs, quotes, cost proposals, rate structures, and the FAR/DFARS/OT frameworks that govern them. You should be able to take an ambiguous pricing request, structure it, price it defensibly, and document the assumptions — independently, on the first pass.
• Structured Thinker in a High-Volume Environment - Pricing requests, deal data, and priorities shift weekly. We need someone who can distill messy, incomplete inputs into clean, consistent outputs; build repeatable process where none exists; and keep a dozen concurrent requests moving without dropping precision.
• Influence Without Authority - Growth Leads and Mission Operations Leads own their deals; you own the frameworks and data hygiene they operate within. That means enforcing standards across people who don't report to you — through credibility, responsiveness, and process design rather than mandate — in a non-hierarchical, matrixed organization that is dynamic and evolving.

What you'll do

Pricing and quoting

• Develop Rough Order of Magnitude (ROM) estimates and quotes alongside Growth Leads and
• Mission Operations Leads across the full range of demand: solicited and unsolicited opportunities, proactive outbound quotes, contract modifications and expansion scope on existing programs, and commercial or partner deals.
• Price across hardware platforms, autonomy software, sustainment, and services using our commercial price list, rate structures, and pricing tools, ensuring pricing follows established frameworks and assumptions are documented.
• Support Growth Leads and Mission Operations Leads on day-to-day pricing actions, ensuring consistent application of pricing frameworks across opportunities.

CRM and pipeline integrity

• Partner with deal owners to ensure pipeline details, products, line items, and billing milestones are entered in our CRM at the point of quote, so every opportunity is forecastable from day one.
• Support pipeline governance by helping apply stage definitions, qualification criteria, and deal review cadence across active opportunities.
• Contribute to recurring pipeline reviews, executive reporting, dashboards, and forecast rollups; identify and correct stale or inaccurate records.
• Support clean handoff of awarded opportunities to program and finance teams.

Pricing infrastructure and process

• Help standardize the intake of pricing and quote requests so they arrive with the information needed to price, enter, and turn them around quickly.
• Keep the commercial price list, rate tables, ROM tooling, and templates current, and maintain accurate records of pricing files, supporting documentation, and historical pricing data.
• Improve the processes around ROM development, quote turnaround, and CRM entry, and automate repetitive tasks.

Proposal support

• Contribute to major proposal pricing efforts: cost volumes, basis of estimate (BOE) development, and
• price-to-win analysis on competitive captures.

Minimum Qualifications

• 7+ years of pricing experience in a government contracting environment, spanning ROM and quote development, cost proposals, labor rate structures, and pricing under Federal Acquisition Regulation (FAR),
• Defense Federal Acquisition Regulation Supplement (DFARS), and/or Other Transaction (OT) agreement frameworks.
• Familiarity with FAR Parts 30, 31, and 32: Cost Accounting Standards administration, contract cost principles and procedures, and contract financing.
• Ability to work independently with minimal oversight: managing multiple concurrent requests, operating in ambiguity, and building processes where none exist.
• Advanced Microsoft Excel skills: building models, auditing existing workbooks, and working with structured data.
• Ability to translate pricing and pipeline data into clear narratives for customers, deal owners, and senior leadership.
• Ability to collaborate with Finance, Contracts, Program, and technical teams to validate cost and pricing assumptions and support bases of estimate, pricing narratives, and internal reviews.
• High attention to detail in both pricing math and CRM data.

Preferred Qualifications

• CRM or revenue operations experience: hands-on pipeline management, forecasting, opportunity data
• governance, or CRM administration (Salesforce, HubSpot, or similar).
• Experience at a defense technology company or in a start-up or similar fast-paced environment.
• Military background or familiarity with U.S. Department of Defense (DoD) customers and acquisition culture.
• Light scripting, business intelligence, or automation skills (Python, SQL, Power BI/Tableau, or similar).

US Salary Range
 $130,000.00—$180,000.00 USD

The salary range for this role is an estimate and is based on a wide variety of compensation factors. The salary offered to candidates will vary based on a variety of factors including (but not limited to) relevant work experience, education, specialized training, critical expertise, training, and more. Equity in Forterra is included in most of our full-time, high-demand roles and is therefore considered part of Forterra’s overall compensation package. In addition to base salary and equity, Forterra offers competitive benefits for full-time employees including:

• Premium Healthcare Benefits: Three plan options, including an HSA-eligible plan, with Forterra covering 80% of the plan premium for you and your dependents.  
• Basic Life/AD&D, short and long-term disability insurance plans 100% covered by Forterra, plus the option to purchase additional life insurance for you and your dependents.
• Extremely generous company holiday calendar including a winter break in December.
• Competitive paid time off (PTO) offering 20 days accrued per year.
• A minimum of 7 weeks fully paid parental leave for birth/adoption. 
• A $9k annual tuition reimbursement or professional development stipend.
• Fully stocked beverage refrigerators with all the Celsius your little heart desires. 
• 401(k) retirement savings plan, including traditional, Roth 401(k), and after-tax deferral with company match up to 4%.

Your recruiter will be able to share more information about our salary and benefits offering during the hiring process.

CLEARANCE ELIGIBILITY - This position may require eligibility to obtain and maintain a U.S. security clearance. For more information about U.S. Security Clearances: click here.   

Forterra is an equal-opportunity employer, providing and promoting equal employment opportunity in all personnel practices. Forterrans are unique, talented individuals who are united through a shared passion to deliver autonomous systems that enable national resilience and a robust supply chain.  

All qualified applicants will receive consideration for employment without regard to any factor, including veteran and disability status, and criminal history, in accordance with applicable local, state, and federal laws.

Forterra is also committed to working with and providing reasonable accommodations to individuals with disabilities. Please let your recruiter know if you need an accommodation at any point during the interview process.

To see Forterra’s candidate data privacy policy, please visit Forterra Legal | Job Applicant Privacy Notice.