Manager, Pricing

Kilpatrick Townsend & Stockton LLP•Atlanta, GA

6d•$150,000 - $165,000•Hybrid

About The Position

Kilpatrick, a large international law firm, is seeking a Manager, Pricing for their Pricing & Analytics Department. This position will be part of a team of attorneys, paralegals and support staff providing a high level of service to both internal and external clients. The firm has a strong dedication to its employees, values, and commitment to the community. The Manager, Pricing is a newly created role within the Pricing & Analytics department, reporting directly to the Chief Pricing & Analytics Officer. This individual will serve as a trusted advisor to firm leadership, partners, and clients on all aspects of legal pricing strategy, matter budgeting, and alternative fee arrangements (AFAs). The role demands a sophisticated professional who complements an experienced team of pricing professionals by contributing advanced judgment and subject-matter expertise – someone equally comfortable analyzing complex financial data and engaging directly with partners and clients to develop, present, and negotiate compelling pricing solutions. The Manager, Pricing will help the firm develop and execute pricing strategies that deliver cost-effective results to clients and support the firm's financial goals.

Requirements

Bachelor's degree in Finance, Accounting, Economics, Business Analytics, or a related field.
Advanced proficiency in Microsoft Excel (pivot tables, financial modeling); strong working knowledge of the broader Microsoft 365 suite, including PowerPoint.
Law firm experience is required.
Minimum of 5–7 years of progressive experience in legal pricing, legal project management, finance, or a closely related field within a law firm.
Demonstrated experience developing complex matter budgets, staffing models, and alternative fee arrangements across a variety of matter types and practice areas.
Exposure to panel arrangement negotiations, convergence initiatives, or large-scale client portfolio pricing.
Proven ability to present pricing solutions to senior attorneys and sophisticated clients, including client legal operations and procurement teams.
Strong understanding of law firm economics, including rates, leverage, realization, and profitability.
Exceptional written and verbal communication skills, with the ability to distill complex concepts for varied audiences and draft compelling proposals and client-facing materials.
Superior organizational skills, including the ability to prioritize workload, manage multiple complex matters simultaneously, and adapt to shifting priorities under deadline pressure.
High degree of professionalism, discretion, and commitment to protecting confidential client and financial information.
Ability to focus and deliver tangible results, diligent in achieving associated objectives.
Should have skills to coordinate resources to help others meet their objectives.

Nice To Haves

Strong proficiency in legal financial and billing systems preferred.
Proficiency in SQL or comparable data query tools preferred.
Ability to work with large, complex datasets and present findings clearly.

Responsibilities

Drive the development of creative, sophisticated pricing solutions to meet client business objectives while supporting firm profitability.
Partner with Business Development and Marketing team to craft competitive, value-driven fee proposals for significant pursuit opportunities.
Apply market insight, historical matter data, and financial analysis to develop accurate, defensible budgets and fee estimates that balance competitiveness and margin performance.
Conduct real-time profitability monitoring on high-dollar matters, proactively identifying scope changes, budget variances, and margin risks.
Prepare regular and ad hoc reports on rate usage, exceptions, compliance metrics, AFA performance, budget-to-actual variance, realization, and upcoming rate adjustments.
Prepare detailed post-matter financial analyses to capture lessons learned and inform future pricing on similar engagements.
Partner with the Chief Pricing & Analytics Officer to evaluate margin performance and identify pricing improvement opportunities across practice groups and client portfolios.
Educate attorneys on pricing models, law firm economics, matter management, and client communication strategies related to pricing.
Translate complex financial concepts into clear, practical guidance for attorneys and clients.
Stay current on legal industry pricing trends, client expectations, and emerging fee arrangement models through continued professional development and market intelligence.
Analyze competitor pricing intelligence and market trends to ensure the firm's positioning remains sharp on key pursuits.