Contracts & Pricing Lead

Responsibilities

• Own contracting and pricing strategy across Northwood’s customer base, including U.S. Government, international government, and commercial opportunities
• Structure and negotiate complex agreements across direct sales, strategic partnerships, channel relationships, and government programs
• Partner with business development, legal, finance, and leadership to design deal structures and pricing approaches that align customer requirements, regulatory constraints, and Northwood’s business goals
• Shape acquisition and contracting approaches early in the customer lifecycle, helping turn pipeline opportunities into executable paths to award
• Build and maintain internal playbooks, templates, and negotiation frameworks for recurring contract and pricing scenarios
• Support proposal, capture, and partnership efforts by advising on contract structure, pricing mechanics, terms and conditions, and overall deal strategy

Qualifications

• 7+ years of experience in contracts, pricing strategy, deal strategy, government acquisition, or complex commercial negotiations
• Experience structuring and negotiating complex agreements and pricing approaches across government, commercial, and partner-driven transactions, with strong knowledge of U.S. Government contracting frameworks including FAR/DFARS, OTAs, etc.
• Ability to work in-person in Los Angeles or Washington, DC

Preferred Qualifications

• Direct experience as a U.S. Government Contracting Officer, acquisition professional, or comparable government contracts leader
• Experience at a high-growth aerospace, defense-tech, infrastructure, or enterprise technology company
• Experience supporting international government business, including foreign government sales or cross-border contractual arrangements
• Experience developing contracting and pricing approaches for commercial products sold into government or other regulated markets
• Experience with OTAs, IDIQs, GSA-based procurement, teaming agreements, and subcontracting structures

Additional Requirements

• This position requires successfully obtaining and maintaining a Top Secret Security Clearance as a condition of employment
• Must be willing to work extended hours and weekends as needed
• This role requires being on-site 5 days per week

Pay

Compensation at Northwood Space is based on role, level, location, and alignment with market data. Individual base pay is determined on a case-by-case basis and may vary depending on job-related skills, education, experience, and technical expertise. Base salary is just one part of your total rewards package at Northwood. In addition to base salary, Northwood Space offers long-term incentives such as company stock options and discretionary performance bonuses. Benefits include equity, comprehensive medical, vision, and dental coverage, flexible spending accounts, flexible time off, 10 or more paid holidays per year, retirement savings plans, and opportunities for professional development.