Senior Pricing Manager

Perkins Coie•Portland, OR

1d•Onsite

About The Position

The Sr. Manager of Strategic Pricing is responsible for assisting in the support and evolution of the firm’s pricing function. The SMOSP will also provide support to the Business Development/Proposal Team, Partners, Practice Managers and key members of Finance to deliver firm-wide pricing & profitability strategies. The SMOSP will be responsible for developing the strategic pricing capability for the business by continually reviewing and developing the Firm’s pricing approaches to ensure that they are in line with market best practice with the aim of maximizing returns for the Firm. The SMOSP will be a key influencer at Perkins, creating a greater awareness of the effect of pricing and contributing to the growth of a profit-focused mindset in the business.

Requirements

Demonstrated experience in strategic pricing, financial analysis, and profitability management within a law firm or professional services environment.
Advanced financial modeling skills, including matter budgeting, margin analysis, and scenario planning.
Strong understanding of legal pricing structures, including hourly billing, alternative fee arrangements (AFAs), and client rate negotiations.
Proven ability to influence and advise partners and senior stakeholders on pricing strategy and financial decisions.
Excellent communication skills, with the ability to translate complex financial data into clear, actionable insights.
High level of business judgment and problem-solving capability in fast-paced, high-stakes environments
Strong project management skills, including the ability to manage multiple pricing requests and deadlines simultaneously.
Bachelor’s degree in Finance, Accounting, Economics, Business, or a related field required.
Minimum of 8–10 years of relevant experience in pricing, finance, or profitability analysis, preferably within a law firm or professional services environment
Prior experience supporting partners or senior business leaders in a highly matrixed organization.
Demonstrated progression in scope and responsibility, with experience handling complex and high-value matter.

Nice To Haves

Experience in an AmLaw 100 or global professional services firm
Familiarity with pricing and financial systems (e.g., Elite 3E, Aderant, or similar)
Experience developing or implementing pricing strategy frameworks or tools.
Exposure to client-facing pricing discussions or RFP responses
Advanced proficiency in Excel, data visualization tools (e.g., Power BI, Tableau), or pricing analytics platforms
MBA, CPA, or other relevant advanced certification
Experience mentoring or leading junior pricing or financial analysts.

Responsibilities

Partner with Finance, Billing & Collections, and Legal Operations to diagnose profitability drivers (e.g., write-offs, realization, e-billing friction) and implement corrective strategies.
Embed pricing discipline into matter intake, budgeting, and execution workflows.
Leverage pricing and matter management technologies to scale pricing operations and deliver data-driven insights.
Translate financial insights into actionable recommendations for partners and firm leadership.
Drive adoption of AI-enabled pricing tools to enhance forecasting accuracy, staffing models, and client value delivery.
Undertake financial modelling and scenario analysis to support pricing decisions and improve the Firm’s pricing analytics capabilities and to better understand and predict costs of delivering work.
Lead high-stakes client pricing negotiations, including RFPs and alternative procurement processes (e.g., reverse auctions).
Engage directly with client legal operations teams to align pricing strategies with evolving procurement expectations.
Enforce pricing governance frameworks, approval thresholds, and best practices to ensure consistency, discipline, and profitability across the firm.
Drive adoption of standardized pricing methodologies and playbooks.
Lead and mentor pricing professionals, fostering a high-performance, data-driven culture.
Lead firmwide training and change management initiatives to enhance partner capability in pricing, scoping, and matter profitability.
Drive cultural adoption of value-based pricing and commercial discipline.
Support strategies to deepen client relationships and increase share of wallet through aligned pricing, value delivery, and predictable outcomes.
Drive value-based pricing models that align firm economics with client expectations.
Work with Partners and senior BD staff to create and implement client/practice/sector/jurisdiction specific pricing strategies.
Assist in advising firm on optimal standard rate changes and positioning.
Build relationships with pricing contacts within clients and the broader external market.
Influence and guide relationship Partners and CRMs with client pricing negotiations through the provision of concise supporting data, recommendations and advice on negotiation strategy.
Review performance of existing pricing agreements to identify opportunities for enhancing current and future performance.
Develop metrics and reporting tools to clearly illustrate trends and analysis of pricing performance.
Maintain pricing knowledge and regularly monitor industry pricing practices.
Develop and maintain a depository of pricing best practices (tools, assets).
Perform other duties, as assigned.
Be present at work during regularly scheduled working hours and as needed in the position, consistent with the Firm’s attendance expectations.