Senior Manager, Pricing

Simpson Thacher & Bartlett LLP•Washington, DC

1d•$200,000 - $230,000•Hybrid

About The Position

The Senior Manager, Pricing helps lead the firm’s pricing strategy and execution in partnership with lawyers, business development, practice group leadership, and finance teams. The role designs, implements, and tracks client fee agreements, combining advanced financial analysis, matter budgeting, and direct partner support with leadership of a team that maintains pricing processes, tools, and databases. It also embeds firm-wide best practices and ensures pricing data and insights are effectively captured, maintained, and used. This is a collaborative, hands-on leadership role for a commercially minded professional who can balance analytical rigor with strong communication, process management, and people leadership, and influence senior firm stakeholders. The Senior Manager advises on pricing trends, client expectations, risk-sharing structures, and firm guidelines; leads reporting and performance analysis; oversees pricing tools and processes; and contributes to strategic initiatives that support the firm’s commercial and growth objectives.

Requirements

Bachelor’s degree in finance, accounting, business, or a related field.
8–10 years of experience in pricing, financial analysis, or related roles within professional services, including at least 3–5 years in a leadership or management capacity.
Proven ability to lead and develop teams, develop talent, and build collaborative, high-performing groups.
Demonstrated experience advising and influencing senior partners, practice group leaders, and executive- or committee-level stakeholders.
Proficiency in Microsoft Office, particularly Excel and PowerPoint.
Advanced financial modeling and analytical skills, including the ability to analyze data and recommend or implement solutions to complex problems.
Deep understanding of alternative fee arrangements and pricing of legal or professional services, including structuring and negotiating complex, high-value AFAs.
Ability to apply logical thinking to define problems, collect data, establish facts, and draw valid conclusions.
Ability to develop and execute pricing strategy and translate analysis into firm-level recommendations and measurable commercial outcomes.
Experience working with all levels of personnel within law firms and clients.
Excellent written, verbal, and presentation skills, including the ability to communicate complex financial concepts clearly to senior stakeholders.
Strong problem-solving and negotiation skills.
Ability to adapt to change, lead through change, and balance competing demands and priorities.
Organized, proactive, commercially minded, and attentive to detail.
Advanced proficiency in developing and maintaining pricing tools and databases, and experience leading process improvement and technology implementation projects.

Nice To Haves

Law firm experience is strongly preferred.
Experience managing managers or senior professionals.
Experience with Claude, Harvey, and DeepJudge.
M.B.A., J.D., or another advanced degree.

Responsibilities

Collaborate with partners to develop and evaluate fee proposals, budgets, and alternative fee arrangements.
Provide financial modeling and analysis for client negotiations and business development opportunities.
Support partners in preparing business cases and obtaining Finance Committee approvals with data-driven insights and recommendations.
Advise partners, practice group leaders, and firm leadership on pricing trends, client expectations, risk-sharing structures, and firm guidelines.
Escalate and manage complex or sensitive pricing matters, applying judgment regarding risk, profitability, and client relationships.
Oversee matter budgets and monitor performance against pricing assumptions, identifying risks, leakage, and optimization opportunities.
Provide insights on pricing outcomes and client behavior to refine strategy and improve commercial results.
Develop pricing performance reports, dashboards, insights, and recommendations for the Finance Committee, practice group leaders, and firm leadership.
Contribute to pricing strategy, including rate and realization analysis, profitability analysis, and competitive market positioning.
Lead, manage, coach, and develop the pricing support team; set goals and conduct performance reviews.
Ensure the team provides accurate, timely, and high-quality support to partners and practice groups.
Establish and maintain efficient, consistent, and scalable pricing workflows.
Oversee the maintenance and accuracy of pricing databases, tools, and templates and ensure consistent capture of pricing data.
Partner with IT and finance teams to define requirements and implement technology, automation, and process improvements.
Evaluate emerging pricing technologies, analytics, and AI-enabled solutions and recommend adoption.
Create and roll out pricing playbooks, guidelines, and templates, and promote consistent approaches to scoping, budgeting, and fee negotiations.
Lead or contribute to firm-wide initiatives that improve value delivery, efficiency, and financial outcomes.
Deliver training on pricing, scoping, and project management principles to partners, associates, and professional staff.
Participate in RFPs, client negotiations, fee discussions, pitches, and client meetings as needed.
Provide strategic support for developing and presenting value-driven, competitive proposals.
Support relationships with client procurement and legal operations teams on pricing matters.
Partner with the Chief Financial Officer, finance leadership, business development, and practice group leaders to advance pricing priorities and execute initiatives supporting commercial and growth objectives.
Manage and mentor senior team members and serve as a thought leader on pricing and legal industry trends.