Estimating and Pricing Director

Draper Labs
United States, Massachusetts, Cambridge
555 Technology Square (Show on map)
Jul 10, 2025
Overview: Draper is an independent, nonprofit research and development company headquartered in Cambridge, MA. The 2,000+ employees of Draper tackle important national challenges with a promise of delivering successful and usable solutions. From military defense and space exploration to biomedical engineering, lives often depend on the solutions we provide. Our multidisciplinary teams of engineers and scientists work in a collaborative environment that inspires the cross-fertilization of ideas necessary for true innovation. For more information about Draper, visit www.draper.com. Job Description Summary: Responsible for leading the cost estimating team and proposal teams through proposal strategy, pricing, and cost volume development activities at Draper. This is a highly visible role in Draper that will works closely with capture and proposal teams in the development of capture and pricing strategy. The activities in this role span the early opportunity reviews, early product cost development models, through proposal activities pre and post submittal. The successful incumbent is customer-focused, understands DoD acquisition, proposal development, and is able to lead the price-to-win (PTW) conversation. This role will be able to build relationships and engage with team members in a matrixed environment, to help the business deliver accurate, on-time, and compliant proposal volumes and related presentation materials to leadership. This role will aid in the overall proposal process management and be able to communicate status and metrics on past, current, and up-coming proposal activities for the purposes of managing resources, informing leadership, and continuous improvement. This estimating leader will foster an environment of adherence to policies, procedures, and Federal Acquisition Regulations. The role will manage multiple priorities, direct the cost estimating team in delivering on commitments to internal and external customers with current, accurate, and complete pricing data for proposals. This role will be responsible for developing the cost estimating team, strong internal relationships, and have a continuous improvement mindset, including the ability develop appropriate team projects with a focus on optimizing the Cost Estimating Teams' contribution to Finance and Draper. This role will also play a key role in the continued integration of new proposal and pricing tools at Draper. Job Description: Duties & Responsibilities Leads the cost estimating team in all estimating and pricing activities across Draper A proposal and pricing leader, responsible for developing proposal pricing strategies with Capture Teams Leads estimating in a matrixed environment to deliver on internal/external customer expectations and as required in the Draper proposal process. Will actively participate proposal color team reviews for cost estimating, including leading cost reviews ensuring cost development and fee is current and accurate, and within acceptable guidelines. Ensures that pricing is competitive, profitable, and compliant with customer requirements and company policies. Provide proposal teams with thought analysis and support in post-submittal activities including contract negotiations, and the review and sign-off final negotiated truthful cost or pricing data proposal sweep process. Supports phase review and capture plans, including price-to-win evaluations and recommendations. Provides knowledge of FAR/DFARS and other applicable government regulations relevant to estimating and proposal development for Draper customers. Supports the development of the team, and fosters and environment of continuous improvement Actively supports the maintenance of cost estimation policy, procedures, and related documentation to maintain estimating system compliance. Will be the estimating interface with internal and external auditors as required Skills/Abilities Required Skillset: Experience leading and directly supervising teams Prior leadership experience in cost estimating in the Defense industry Experience developing cost volumes for multiple contract and solicitation types. Working knowledge of Federal Acquisition Regulation (FAR) Part 15 Desired Skillset: Knowledge of the 17 Defense Federal Acquisition Regulation Supplement (DFARS) Criteria that make up a compliant estimating system. Procurement regulations in proposal development. Knowledge of the US Government / Department of Defense Acquisition Process Understands Price-to-Win Experience with ProPricer Experience developing competitive captures and large sole source proposals Able to operate and lead teams effectively in a dynamic deadline driven environment. Demonstrated ability to develop and mentor teams Team player that can work independently and as an integral team member Demonstrated ability to think strategically and be detailed oriented Advanced MS Office Skills (Excel, PPT) Education Bachelor's degree; Accounting, Finance, or related major. MBA, and/or equivalent experience, preferred. Experience 10+ years of experience in USG Proposals, Cost Estimating, or applicable finance experience in the Defense Industry. 7+ years of experience with an MBA, in proposals, cost estimating, or applicable industry experience in finance responsible for developing proposal pricing strategies, pricing models, and cost estimates. Ensures that pricing is competitive, profitable, and compliant with customer requirements and company policies. Can also be Cost Volume Lead Additional Job Description: 14+ years of experience in USG Proposals, Cost Estimating, or applicable finance experience in the Defense Industry preferred. Applicants selected for this position will be required to obtain and maintain a government security clearance. Connect With Draper for Future Opportunities! If you don't find the right posting in our Career Opportunities, you may submit your resume for future consideration. Job Location - City: Cambridge Job Location - State: Massachusetts Job Location - Postal Code: 02139-3563 Our work is very important to us, but so is our life outside of work. Draper supports many programs to improve work-life balance including workplace flexibility, employee clubs ranging from photography to yoga, health and finance workshops, off site social events and discounts to local museums and cultural activities. If this specific job opportunity and the chance to work at a nationally renowned R&D innovation company appeals to you, apply now www.draper.com/careers. Draper is committed to creating an inclusive environment. We understand the value of inclusivity and its impact on a high-performance culture. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, disability, age, sexual orientation, national origin, veteran status, or genetic information. Draper is committed to providing access, equal opportunity, and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities. To request reasonable accommodation, please contact hr@draper.com.