Contracts & Pricing Lead

About Northwood:

Northwood is on a mission to transform connectivity between earth and space and bring the benefits of space to the masses through innovations in space communications technologies. If you are energized by building at a high-velocity company and seeing your work deployed in locations around the globe with real impact, we want you at Northwood.

Role:

Northwood Space is seeking a Contracts and Pricing Strategy Lead to shape how we structure, price, negotiate, and execute strategic deals across our business. This person will own contracting and pricing strategy across U.S. Government, international government, and commercial customers, and will help build the frameworks that enable Northwood to scale thoughtfully as we expand into new markets, products, and customer segments.

This is a high-impact role at the center of Northwood’s growth engine. The right candidate will combine strong government contracting fluency with sound commercial judgment, and will be able to translate complex technical offerings into executable business arrangements across a range of customer types. They will partner closely with business development, legal, finance, and leadership to shape acquisition and deal strategies, negotiate high-value agreements, and build the internal playbooks that make Northwood faster and more effective over time.

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, 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

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

Additional Information:

To conform to U.S. Government space technology export regulations, including the International Traffic in Arms Regulations (ITAR) you must be a U.S. citizen, lawful permanent resident of the U.S., protected individual as defined by 8 U.S.C. 1324b(a)(3), or eligible to obtain the required authorizations from the U.S. Department of State.

Northwood is an Equal Opportunity Employer; employment with Northwood is governed on the basis of merit, competence and qualifications and will not be influenced in any manner by race, color, religion, gender, national origin/ethnicity, veteran status, disability status, age, sexual orientation, gender identity, marital status, mental or physical disability or any other legally protected status.

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