Director of Strategic Pricing

Director of Strategic Pricing-Washington, D.C. or Baltimore, MD

Our national law firm client is looking for a Director of Strategic Pricing. The Director will lead the firm’s pricing function to drive profitable growth and a competitive market position by partnering with attorneys and firm leadership to develop and execute pricing strategies across matters and clients.

The ideal candidate will be responsible for…

Acting as a strategic advisor on pricing and value, partnering with firm leadership and attorneys to develop pricing strategies that enhance profitability, competitiveness, and client outcomes.

Leading firm wide pricing strategy and governance, establishing clear frameworks, playbooks, and approval standards that support consistent, high-quality pricing decisions.

Overseeing alternative fee and complex pricing arrangements, including fixed, capped, phased, portfolio, subscription, and success-based models.

Driving profitability and margin improvement through analysis of matter, client, and portfolio economics, translating insights into practical guidance on pricing, staffing, and leverage.

Advancing pricing capabilities, tools, and analytics, including dashboards, KPIs, and emerging AI-enabled solutions that improve pricing quality, speed, and adoption.

Partnering cross-functionally with Finance, Billing, Client Solutions, Legal Project Management, Analytics, and Business Development to ensure pricing strategies are commercially sound and operationally executable.

Leading and developing a high-performing pricing team, providing coaching, prioritization, and performance management while serving as a visible department leader.

Driving change management and attorney enablement, building firm wide pricing fluency through training, coaching, and clear communication of best practices.

The successful candidate will demonstrate…

A minimum of 10 progressive years of experience with increasing responsibility for strategic pricing, including a management role within a pricing function, within a legal or other professional services environment.

A minimum of 5 years of experience overseeing a team, including experience measuring and managing performance at both individual and team levels.

Expertise in law firm pricing and commercial arrangements, including AFAs and rate strategy.

Strong analytical capability with experience in financial modeling, scenario analysis, and interpreting matter economics (realization, profit margin, leverage, utilization impacts, etc.).

Experience using data and reporting tools/technology for analysis and modeling; ability to translate data into actionable recommendations.

Skill at cultivating strong relationships, serving as a trusted advisor within the organization, and fostering a positive, engaging environment

Strong verbal and written communication skills, effectively engaging individuals at all levels of the organization and conveying complex issues clearly, concisely, and persuasively.

A high level of interpersonal skills, demonstrating poise, tact, and diplomacy in handling sensitive and confidential situations.

A drive for continuous improvement, enhance operational efficiencies, and implement automation while fostering a culture of continuous learning and growth

Client-focused and responsive, with a consultative approach to understanding and meeting needs. Skill in addressing sensitive inquiries or complaints effectively and in a timely manner

Skill at working in a dynamic, fast-paced environment, effectively managing multiple projects and initiatives simultaneously.

Pay Range Washington, DC: $200,0000 - $265,000 per year

Pay Range for Baltimore, MD: $190,000 - $255,000 per year