Senior Director of Strategic Pricing and Client Value

FBT Gibbons; Indianapolis (IN); On-site; USD 303,000 - 375,000; Full time

Benefits offered by this job

Health care coverage

401(k) with employer matching

Parental leave

Paid time off

Job summary

FBT Gibbons LLP seeks a Senior Director of Strategic Pricing and Client Value to lead the firm’s pricing, profitability, and client value strategy across multiple offices nationwide. This senior business leader will partner with firm leadership, practice and client relationship leaders, attorneys, and business professionals to enhance matter economics and client outcomes.

The ideal candidate brings deep experience in law firm economics, strategic pricing, and value-based client services, with

Qualifications

• Bachelor’s degree in finance, accounting, economics, business administration, or related field.
• Minimum 10 years in strategic pricing, law firm finance, or professional services.
• Proven experience advising executives and leading cross-functional initiatives.
• Strong proficiency with financial systems and AI-enabled pricing tools.

Responsibilities

• Own and evolve the pricing and client value function and operating model.
• Lead annual rate-setting and rate strategy process with market trends analysis.
• Develop client value strategies incorporating efficiency, technology, and delivery models.
• Partner with Finance, Data, and Legal teams to build pricing dashboards and AI-enabled tools.

Skills

Pricing strategy

Leadership

Financial modeling

Executive communication

Cross-functional collaboration

AI-enabled pricing tools

Pricing governance

Education

Bachelor’s degree in finance, accounting, economics, business administration, or related field

MBA, CPA, JD, or comparable advanced credential

Tools

BI tools

Advanced spreadsheet modeling

Financial systems

Job description

FBT Gibbons LLP is a national law firm focused on serving companies operating and investing in the middle market. With nearly 1,500 employees across 26 offices, we support clients ranging from large multinationals to mid-sized businesses and growth-oriented startups across the United States. Our teams collaborate across departments and geographies to deliver excellent service to our clients, colleagues, and the communities we serve.

At FBT Gibbons, diversity enriches our vibrant culture and empowers our teams to achieve more together. We welcome talented professionals who bring valuable skills, a collaborative mindset, and a shared commitment to helping our firm and clients thrive. Here, you’ll make meaningful contributions, collaborate with exceptional colleagues, and build a career that grows with your skills and ambitions.

We are currently seeking a Senior Director of Strategic Pricing and Client Value to lead the firm’s pricing, profitability, and client value strategy while helping advance commercially sound solutions that support sustainable growth and exceptional client outcomes. This senior business leader will partner closely with firm leadership, practice and client relationship leaders, attorneys, and business professionals to improve matter economics, strengthen financial discipline, and enhance the value delivered to clients.

The ideal candidate is a sophisticated, collaborative leader with deep experience in law firm economics, strategic pricing, profitability analysis, and value-based client service. This individual brings sound judgement, executive-level communication skills, and the ability to convert complex financial and operational data into clear, practical recommendations that support informed business decisions.

This position can be based in Cincinnati, OH; Columbus, OH; Dallas, TX; Denver, CO; Houston, TX; Indianapolis, IN; Los Angeles, CA; Los Angeles, CA; Louisville, KY; Nashville, TN; New York, NY; Newark, NJ; Orange County, CA; Philadelphia, PA; Pittsburgh, PA; San Francisco, CA; or Washington, DC.

Key Responsibilities

• Own and evolve the firm’s pricing and client value function, including its operating model, priorities, resources, service delivery standards, and continuous improvement agenda.
• Align pricing and client value strategy with the firm’s overall strategy, growth priorities, financial objectives, competitive positioning, and long-term sustainability.
• Lead the firm’s annual rate-setting and rate strategy process, including analysis of market trends, competitive positioning, client considerations, practice economics, and proposed rate increases, discounts, and exceptions.
• Develop and advance client value strategies that incorporate efficiency, process improvement, technology, staffing, legal project management, alternative delivery models, and other approaches that improve client outcomes and differentiate the firm.
• Drive adoption of pricing and client value practices across the firm by establishing clear expectations, communicating business rationale, measuring adoption, and partnering with firm leaders to address barriers to implementation.
• Structure and support negotiations for hourly, fixed, capped, phased, blended, portfolio, subscription, success-based, and other alternative fee arrangements; lead pricing for major proposals, pitches, RFPs, and panel reviews.
• Analyze matter, client, portfolio, practice, and attorney economics; identify margin risks and revenue leakage; recommend actions involving scope, rates, staffing, leverage, realization, write-downs, collections, and expenses.
• Partner with relationship teams and clients to understand objectives, cost pressures, and value expectations; develop reporting, portfolio solutions, efficiency initiatives, and feedback processes that strengthen relationships.
• Collaborate with Finance, Data, Technology, Billing, Legal Project Management, and Business Development to develop models, dashboards, tools, and AI-enabled approaches that improve pricing quality, speed, and adoption.
• Establish pricing methodologies, approval standards, playbooks, controls, and performance measures; monitor compliance with agreed terms and outside counsel guidelines.
• Lead and develop pricing and analytical professionals; coach attorneys and business professionals; build firmwide pricing fluency and adoption through clear communication, training, and practical guidance.
• Provide concise, decision-ready reporting on profitability, pricing performance, market trends, risks, and opportunities.

Job Requirements

• Bachelor’s degree in finance, accounting, economics, business administration, or a related field; MBA, CPA, JD, or comparable advanced credential preferred.
• Minimum 10 years of progressive experience in strategic pricing, law firm finance, profitability, financial planning and analysis, legal operations, consulting, or professional services management, including significant leadership responsibility.
• Substantial experience in a large or comparably complex law firm or professional services organization; Am Law 100 or Am Law 200 experience preferred.
• Proficiency with financial systems, business intelligence and visualization tools, matter management platforms, advanced spreadsheet modeling, and emerging AI-enabled pricing tools.
• Demonstrated success designing and implementing pricing strategies, alternative fee arrangements, profitability initiatives, matter budgets, and performance reporting.
• Experience advising senior executives and partners, leading cross-functional initiatives, managing teams, and driving adoption of new processes and tools.
• Expert knowledge of law firm economics, including pricing, leverage, utilization, realization, revenue quality, profitability, billing practices, collections, and client and attorney margin analysis.
• Advanced financial modeling, forecasting, scenario analysis, data interpretation, and executive reporting skills.
• Ability to translate complex analysis into clear recommendations, decisions, and implementation plans.
• Strong leadership, coaching, project management, collaboration, communication, and change-management capabilities.

FBT Gibbons is fully committed to equality of opportunity in all aspects of employment. It is the policy of FBT Gibbons to provide equal employment opportunity to all employees and applicants without regard to race, color, religion, national or ethnic origin, military status, veteran status, age, gender, gender identity or expression, sexual orientation, genetic information, physical or mental disability or any other protected status.

FBT Gibbons offers a competitive salary and a comprehensive benefits package, including health care coverage (medical, dental, and vision), life insurance, short- and long-term disability, paid parental leave, employee wellbeing and EAP programs, paid time off, and a 401(k) retirement plan with employer matching and profit-sharing. Benefit offerings and eligibility vary by location and are subject to applicable plan terms and legal requirements.

The pay range for this role accounts for the wide range of factors considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. For applicants physically based in Denver, CO, a reasonable estimate of the current annual range is $303,000–$330,000. For applicants physically based in Los Angeles, CA; Newark, NJ; Orange County, CA; or Washington, D.C., a reasonable estimate of the current annual range is $316,000–$345,000. For applicants physically based in New York, NY or San Francisco, CA, a reasonable estimate of the current annual range is $344,000–$375,000.

Actual pay will be determined based on skills, relevant experience and other job-related factors, consistent with applicable employment laws.

In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification form upon hire.

Applicants must be authorized to work in the United States without current or future employer sponsorship. FBT Gibbons does not provide visa sponsorship for this position.

Consistent with the requirements of applicable state and local laws, including San Francisco Fair Chance Ordinance and City of Los Angeles Fair Chance Initiative for Hiring Ordinance, FBT Gibbons will consider for employment all qualified applicants, including those with arrest and/or conviction records.

The application deadline for this position is October 30, 2026.