Director of Strategic Contracting (US Government)

C3 AI (NYSE: AI), is the Enterprise AI application software company. C3 AI delivers a family of fully integrated products including the C3 Agentic AI Platform, an end-to-end platform for developing, deploying, and operating enterprise AI applications, C3 AI applications, a portfolio of industry-specific SaaS enterprise AI applications that enable the digital transformation of organizations globally, and C3 Generative AI, a suite of domain-specific generative AI offerings for the enterprise. Learn more at: C3 AI C3 AI has an opening for a Director of Strategic Contracting (US Government focus) located at our offices in Tysons, VA just outside Washington, DC. We are looking for a collaborative, self-motivated individual who is experienced working in a complex US federal government contracting environment. The ideal person will have deep experience with US federal government contracting on major systems and services programs, including acquisition planning, solicitation development, proposal analysis, cost/price and terms negotiations, and post-award contract execution. The role oversees the entire portfolio of active federal contracts. This position will not only oversee successful execution of existing contracts between C3 AI and the US government but will also drive the strategic contracting approach we take to deliver unparalleled public sector customer value and spur streamlined business opportunities. This position will be a key member of the leadership team and must balance a positive, collaborative attitude with a willingness to roll-up-their sleeves, allowing them to seamlessly function as a strong individual contributor, strategic leader, and team player. This role will report directly to the C3 Federal Counsel. Responsibilities Under the direction of the Federal General Manager and C3 Federal Counsel, guide the overall planning, proposal support, negotiations, and execution/maintenance of US federal government contract vehicles that meet financial and business growth goals. Ensure contract support expertise provided to senior leadership demonstrates value and contributes to the overall success of the business. Develop and grow a library of strategic agreements and contracts to enable clear and efficient US federal government customer engagements. Support and guide development of processes and business systems to enable efficient contracting functions. Collaborate with legal, product, sales, and services teams to drive strategic contract pricing and terms and conditions. Support business development and other functional teams with approaches to identify, assess, and develop new contract opportunities. Develop contracting organizational structure, contracting talent pipeline, and training opportunities to enable contracting as a key value-added driver of growth for the business. Support development of strategic partnerships with outside businesses to enable unique contract teaming arrangements. In coordination with C3 Federal Counsel, manage government contract compliance including small business subcontracting plan compliance and partnering. Own operational compliance with cybersecurity and supply chain requirements applicable to federal contracts, including Cybersecurity Maturity Model Certification (CMMC), Section 889, supply chain risk management (SCRM), and FOCI/CFIUS-related contractual obligations, in coordination with security, IT, and legal. Partner with capture and proposal teams across the full proposal lifecycle (color reviews, pricing strategy, BAFO), and lead negotiation of prime/sub teaming agreements, NDAs, and joint venture structures. Manage GSA Schedule (Multiple Award Schedule) administration, including modifications, scope reviews, Price Reductions Clause compliance, and TAA compliance; and prepare the organization for Contractor Purchasing System Review (CPSR) readiness. Qualifications 15+ years of experience in complex US government and foreign military sales (FMS) contracting/acquisition including significant supervisory and people-management experience. Direct experience both within the US government and within the private industry is preferred. Department of Defense (DoD) and Intelligence Community (IC) experience is preferred. Bachelor’s degree in Finance, Accounting, Economics, or Business Administration. NCMA Certified Professional Contracts Manager (CPCM) or Certified Federal Contracts Manager (CFCM) certification strongly preferred; MBA also a plus. Expert knowledge of and practical experience with interpreting and applying the Federal Acquisition Regulation (FAR) and the Defense Federal Acquisition Regulation Supplement (DFARS), as well as other FAR supplements (e.g., GSAM). Direct experience spanning all major contract types (FFP, FPI, CPIF, CPAF, CPFF, T&M, BOA, ID/IQ), including LOE and outcome-based/completion contracts, as well as hands-on experience with Other Transaction Agreements (OTAs), Commercial Solutions Openings (CSOs), and commercial-item acquisitions under FAR Part 12. Proven ability and experience leading teams through the planning and executing of complex contracts for major systems and services. Enjoys working in a collaborative environment and implementing innovative solutions across the organization. Very high attention to detail, process-oriented and willingness to push for new/creative solutions and new applications. Excellent written and verbal communication skills. Experience with contract lifecycle management and government-contracting business systems (e.g., Unanet, Deltek Costpoint, Salesforce CPQ/CRM) and standard productivity tools. US citizenship required and ability to obtain a security clearance (active Top Secret clearance with SCI eligibility preferred). Experience contracting for commercial software or SaaS with the federal government, including commercial-item determinations, federal SaaS licensing, and data rights under DFARS 252.227-7014. Familiarity with Cost Accounting Standards (CAS), Truthful Cost or Pricing Data (TINA), DCAA audit support, indirect rate structures, and incurred cost submissions, as applicable to cost-type contract work. Candidates must be authorized to work in the United States without the need for current or future company sponsorship. C3 AI provides excellent benefits, a competitive compensation package and generous equity plan. Virginia Base Pay Range $184,000—$225,000 USD C3 AI is proud to be an Equal Opportunity and Affirmative Action Employer. We do not discriminate on the basis of any legally protected characteristics, including disabled and veteran status.