Director, Strategic Pricing

Seyfarth Shaw LLP • Washington, DC

14h • Hybrid

About The Position

The Director of Strategic Pricing leads and sets the tone for the Strategic Pricing team and function within Seyfarth. With input and assistance from the Senior Director, the Director trains, coaches, supervises, and reviews the Strategic Pricing Managers. She/He works with department and practice group leaders to develop and implement staffing and budget templates that can be used as the basis for efficient development and evaluation of AFAs for recurring matter types, and acts as a strategic resource for partners as they engage in pricing discussions/negotiations with their clients. The Director works with attorneys, the National Proposal Team and Local Business Development team, and the Finance Department to prepare the financial and pricing responses to client RFP submissions. He/She uses our internal tools to mine data about our past investment in different types of work to develop reliable budget estimates and/or AFAs for new opportunities. The Director will participate in training partners and our practice development team on best practices for pricing strategies, and they will also supervise the AFA workflow process to include matter intake, financial modeling, evaluation of staffing models and internal billing practices.

Requirements

• A minimum of 10 progressive years of experience with increasing responsibility for strategic pricing, including a management role within a pricing function, within a legal or other professional services environment.
• A minimum of 5 years of experience overseeing a team, including experience measuring and managing performance at both individual and team levels.
• Expertise in law firm pricing and commercial arrangements, including AFAs and rate strategy.
• Strong analytical capability with experience in financial modeling, scenario analysis, and interpreting matter economics (realization, profit margin, leverage, utilization impacts, etc.).
• Experience using data and reporting tools/technology for analysis and modeling; ability to translate data into actionable recommendations.
• Skill at cultivating strong relationships, serving as a trusted advisor within the organization, and fostering a positive, engaging environment
• Strong verbal and written communication skills, effectively engaging individuals at all levels of the organization and conveying complex issues clearly, concisely, and persuasively.
• A high level of interpersonal skills, demonstrating poise, tact, and diplomacy in handling sensitive and confidential situations.
• A drive for continuous improvement, enhance operational efficiencies, and implement automation while fostering a culture of continuous learning and growth
• Client-focused and responsive, with a consultative approach to understanding and meeting needs. Skill in addressing sensitive inquiries or complaints effectively and in a timely manner
• Skill at working in a dynamic, fast-paced environment, effectively managing multiple projects and initiatives simultaneously.

Responsibilities

• Act as a strategic advisor on pricing and value, partnering with firm leadership and attorneys to develop pricing strategies that enhance profitability, competitiveness, and client outcomes.
• Lead firmwide pricing strategy and governance, establishing clear frameworks, playbooks, and approval standards that support consistent, high-quality pricing decisions.
• Oversee alternative fee and complex pricing arrangements, including fixed, capped, phased, portfolio, subscription, and success-based models.
• Drive profitability and margin improvement through analysis of matter, client, and portfolio economics, translating insights into practical guidance on pricing, staffing, and leverage.
• Advance pricing capabilities, tools, and analytics, including dashboards, KPIs, and emerging AI-enabled solutions that improve pricing quality, speed, and adoption.
• Partner cross-functionally with Finance, Billing, Client Solutions, Legal Project Management, Analytics, and Business Development to ensure pricing strategies are commercially sound and operationally executable.
• Lead and develop a high-performing pricing team, providing coaching, prioritization, and performance management while serving as a visible department leader.
• Drive change management and attorney enablement, building firmwide pricing fluency through training, coaching, and clear communication of best practices.

Benefits

• Seyfarth provides competitive salary and benefits at all levels, and our culture embraces the entrepreneurial spirit of its professionals like no other firm.
• We offer a comprehensive package of benefits including paid time off, medical/dental/vision insurance, and 401(k).

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed
• Number of Employees: 501-1,000 employees