Director of Pricing

Matura Farrington; Washington, Tacoma (District of Columbia, WA, MD); On-site; USD 225,000 - 300,000; Full time

Job summary

Matura Farrington is seeking a Pricing Director to lead strategic pricing initiatives within a top-tier global law firm. This role involves working closely with senior executives and finance teams to optimize profitability and innovate pricing solutions.

The successful candidate will have over 10 years of experience in pricing or commercial finance within a professional services environment. Responsibilities include developing pricing models and advising on pricing strategies that enhance client engagement.

Qualifications

• 10+ years of experience in pricing, commercial finance or similar fields.
• Experience in a professional services or consulting environment.
• Demonstrated success with sophisticated pricing strategies.

Responsibilities

• Lead pricing strategy across various business lines.
• Serve as a trusted advisor to senior leaders on pricing.
• Monitor engagement-level profitability and identify improvement opportunities.

Skills

Advanced financial modeling and Excel expertise

Strong understanding of profitability analysis

Exceptional executive presence

Strong presentation and communication skills

Tools

Pricing technology

Analytics tools

Job description

Pricing Director / Director of Strategic Pricing

Remote or Hybrid - New York City or Washington DC

$225,000 – $300,000

Matura Farrington is partnering closely with a top tier global law firm in its search for an experienced Pricing Director to lead strategic pricing initiatives across a portfolio of high-value client relationships and business units. This is a highly visible leadership role that partners directly with senior executives, revenue leaders, finance, business development, and operations teams to shape commercial strategy, optimize profitability, and drive innovative pricing solutions.

This position is ideal for a commercially minded leader who thrives at the intersection of strategy, analytics, client engagement, and business transformation.

Position Overview

The Pricing Director will serve as a senior advisor on pricing strategy, alternative fee structures, commercial negotiations, and profitability management. This role will lead a team of pricing professionals and play a critical role in evolving how services are scoped, priced, delivered, and measured in an increasingly technology-enabled environment.

Key Responsibilities

• Strategic Pricing & Commercial Design
• Lead pricing strategy across a portfolio of business lines, client segments, and complex engagements
• Design and structure a variety of pricing models, including fixed-fee, capped-fee, subscription, success-based, portfolio, and hybrid arrangements
• Develop scalable pricing frameworks, budgeting tools, and commercial models
• Partner with finance leadership on rate strategy, discount governance, and profitability initiatives
• Create pricing methodologies that reflect evolving service delivery models and technology-driven efficiencies

Client & Stakeholder Advisory

• Serve as a trusted advisor to senior business leaders on pricing, profitability, and commercial strategy
• Support major client pursuits, RFPs, renewals, and strategic negotiations
• Participate in client-facing discussions involving pricing and value propositions
• Help drive commercial awareness and financial discipline throughout the organization
• Partner with business development teams to strengthen competitive positioning

Financial Performance & Analytics

• Monitor engagement-level profitability and identify opportunities for improvement
• Develop benchmarks and performance metrics to support pricing decisions
• Conduct post-engagement reviews and build institutional knowledge around commercial performance
• Collaborate with finance and operations teams to improve forecasting and budgeting processes

Innovation & Process Improvement

• Evaluate how emerging technologies and automation impact pricing strategy and service economics
• Develop new approaches to pricing technology-enabled and efficiency-driven services
• Identify opportunities to improve pricing processes, reporting, and analytical capabilities
• Stay informed on market trends, industry developments, and competitive pricing practices

Leadership & Team Development

• Lead, mentor, and develop a team of pricing professionals
• Establish best practices, standards, and methodologies across the pricing function
• Foster a collaborative and high-performance team culture
• Support organizational growth through knowledge sharing and talent development

Qualifications

Experience

• 10+ years of experience in pricing, commercial finance, legal operations, revenue management, strategic finance, or a related field
• Experience working within a professional services, consulting, legal, accounting, financial services, or similarly complex environment
• Demonstrated success developing and implementing sophisticated pricing strategies
• Experience managing teams and influencing senior stakeholders

Technical & Analytical Skills

• Advanced financial modeling and Excel expertise
• Strong understanding of profitability analysis, pricing methodologies, and revenue optimization
• Experience developing pricing frameworks and business cases for complex engagements
• Familiarity with pricing technology, analytics tools, and automation platforms preferred

Leadership & Communication

• Exceptional executive presence and stakeholder management skills
• Ability to influence senior leaders through data-driven recommendations
• Strong presentation, communication, and negotiation skills
• Proven ability to simplify complex financial concepts for non-financial audiences

Ideal Candidate Profile

• Strategic thinker with strong commercial instincts
• Comfortable operating in ambiguity and building new processes
• Naturally consultative and solutions-oriented
• Passionate about innovation, operational excellence, and the future of professional services
• Balances analytical rigor with practical business judgment
• Strong leadership style focused on collaboration, accountability, and continuous improvement