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

Basic 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
• 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
• Active security clearance, or ability to maintain or obtain one