Senior Strategic Pricing & Client Value Leader

FBT Gibbons; New York (NY); On-site; USD 344,000 - 375,000; Full time

Benefits offered by this job

Health care coverage (medical, dental,

Life insurance

Short- and long-term disability

Paid parental leave

Employee wellbeing programs

Paid time off

401(k) retirement plan with employer-m

Job summary

FBT Gibbons LLP seeks a Senior Director of Strategic Pricing and Client Value to lead pricing, profitability, and client-value strategy across the firm. This senior leader will partner with firm leadership, practice and client teams to improve matter economics, strengthen financial discipline, and deliver exceptional client outcomes.

The ideal candidate has deep experience in law-firm economics, strategic pricing, profitability analysis, and value-based client service, with strong executive

Qualifications

• Bachelor’s degree in finance, accounting, economics, business administration, or 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, 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.

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.

Skills

Strategic pricing

Law firm finance

Profitability analysis

Leadership

Financial modeling

Executive reporting

Communication

Education

Bachelor’s degree in finance or related field

MBA, CPA, JD or comparable credential

Tools

BI tools

Advanced spreadsheet modeling

Matter management platforms

AI-enabled pricing tools

Job description

FBT Gibbons LLP seeks a Senior Director of Strategic Pricing and Client Value to lead pricing, profitability, and client-value strategy across the firm. This senior leader will partner with firm leadership, practice and client teams to improve matter economics, strengthen financial discipline, and deliver exceptional client outcomes.

The ideal candidate has deep experience in law-firm economics, strategic pricing, profitability analysis, and value-based client service, with strong executive