Strategic Pricing & Client Value Leader

FBT Gibbons; Louisville (KY); On-site; USD 320,000 - 375,000; Full time

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 business leader partners 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

Qualifications

• Bachelor’s degree in finance, accounting, economics, business or related field; MBA/CPA/JD preferred.
• Minimum 10 years in strategic pricing, law-firm finance or professional services with leadership.
• Experience in large or complex law firms; Am Law 100/200 exposure preferred.
• Proficient with financial systems, BI tools, forecasting, and pricing technologies.
• Ability to design pricing strategies, AFAs, budgets, and performance reporting.
• Experience advising executives, leading cross-functional initiatives, and driving adoption.

Responsibilities

• Own and evolve the pricing and client value function, including operating model and standards.
• Lead annual rate-setting, market analysis, and rate strategy across the firm.
• Develop client value strategies using efficiency, tech, staffing, and delivery models.
• Drive adoption of pricing practices with clear communication and training.
• Structure negotiations for hourly, fixed, blended, and other fee arrangements.
• Analyze economics and identify margin risks, recommending actions on scope and rates.
• Collaborate with finance, data, and ops to build models and dashboards.

Skills

Strategic pricing

Financial modeling

Leadership

Executive communication

Pricing tools

Data analysis

Law firm economics

Cross-functional collaboration

Project management

AI-enabled pricing tools

Education

Bachelor's degree

MBA/CPA/JD

Tools

Business intelligence

Excel advanced

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 business leader partners 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