Strategic Pricing & Client Value Director

FBT Gibbons; Pittsburgh (Allegheny County); On-site; USD 303,000 - 375,000; Full time

Benefits offered by this job

Health care coverage

Life insurance

Disability coverage

Parental leave

Wellbeing programs

Employee assistance program (EAP)

Paid time off

401(k) with employer matching

Job summary

FBT Gibbons LLP is seeking a Senior Director of Strategic Pricing and Client Value to lead pricing, profitability, and client value initiatives across the firm. The role partners with leadership, attorneys, and business professionals to improve matter economics and client outcomes, driving sustainable growth.

The ideal candidate will have deep law firm economics experience, executive-level communication skills, and the ability to translate complex data into actionable recommendations.

Qualifications

• Bachelor’s degree in finance, accounting, economics, business administration or related field; advanced credential preferred.
• Minimum 10 years in strategic pricing, law firm finance, profitability, planning & analysis; leadership required.
• Experience in large/comparable professional services; Am Law 100/200 preference.
• Proficiency with financial systems, BI and visualization tools, matter management, advanced modeling, AI pricing tools.
• Proven success designing/pricing strategies, AFAs, profitability initiatives & reporting.
• Experience advising senior executives and leading cross-functional initiatives.

Responsibilities

• Own and evolve pricing and client value function including operating model and standards.
• Align pricing strategy with firm strategy, growth, and financial objectives.
• Lead annual rate-setting and rate strategy process including market analysis.
• Develop client value strategies using efficiency, tech, staffing and delivery models.
• Drive adoption across the firm with clear expectations and training.
• Structure and support negotiations for hourly, fixed, capped and other fee arrangements.
• Analyze economics to identify margin risks and revenue leakage; recommend actions.
• Collaborate with teams to understand objectives and develop reporting and dashboards.
• Develop models, dashboards, tools, and AI-enabled approaches to pricing quality.
• Establish methodologies, controls, and performance measures; monitor compliance.
• Lead and develop pricing/analytic professionals and provide decision-ready reporting.

Skills

Pricing strategy

Leadership

Cross-functional collab

Financial modeling

Pricing tools

Communication

Education

Bachelor’s degree in finance/related

MBA/CPA/JD preferred

Tools

Financial systems

BI tools

Matter management platforms

AI-enabled pricing tools

Job description

FBT Gibbons LLP is seeking a Senior Director of Strategic Pricing and Client Value to lead pricing, profitability, and client value initiatives across the firm. The role partners with leadership, attorneys, and business professionals to improve matter economics and client outcomes, driving sustainable growth.

The ideal candidate will have deep law firm economics experience, executive-level communication skills, and the ability to translate complex data into actionable recommendations.