Senior Director of Pricing and Profitability

Perkins Coie LLP is seeking a talented individual for the position of Senior Director of Pricing and Profitability to lead our global pricing strategy and profitability initiatives. This pivotal leadership role will shape the way we deliver value to our clients and drive sustainable financial success across all practice groups and industries. Operating at the nexus of finance, business development, and client service, the Senior Director of Pricing and Profitability will champion the development of innovative pricing models, enhance profitability analytics, and provide critical support for strategic decision-making at the highest levels of the firm.

ESSENTIAL FUNCTIONS

These essential functions are primary job duties that incumbents must be able to perform unassisted or with some reasonable accommodation.

Global Pricing Strategy

• Lead the development and implementation of strategic pricing frameworks, including alternative fee arrangements (AFAs) and blended rate strategies.
• Partner with regional and practice leadership to support client pitches, RFPs, and negotiations by delivering customized pricing solutions tailored to market conditions and client needs.
• Manage global pricing governance, including rate-setting policies and client rate approvals.

Profitability Analysis & Optimization

• Build and enhance global profitability models to analyze financial performance at the client, matter, lawyer, and practice group levels.
• Identify margin improvement opportunities and develop strategies to optimize matter efficiency and resource allocation.
• Provide actionable insights to leadership on trends impacting firm and client profitability.

Leadership & Stakeholder Engagement

• Serve as a trusted advisor to the executive committee, practice group leaders, and client relationship partners.
• Lead cross-functional collaboration with Finance, Legal Project Management, Business Development, and IT teams.
• Present findings and recommendations to management committees in a clear and compelling manner.

Team Management

• Lead, mentor, and develop a high-performing pricing and profitability team distributed across key regions.
• Foster a culture of innovation, accountability, and client service excellence within the team.

Technology and Applications

• Oversee the selection, implementation, and maintenance of pricing and financial modeling tools.
• Leverage data analytics platforms (e.g., Power BI, Tableau) to create dynamic dashboards and business intelligence reports.
• Ensure global data quality, consistency, and compliance with financial and regulatory standards.

SPECIFIC SKILLS REQUIRED

• Proven track record in designing and negotiating sophisticated pricing solutions for multinational clients.
• In-depth knowledge of legal industry trends, billing methodologies, and the expectations of international clientele.
• Advanced analytical abilities and financial modeling expertise, including mastery of Excel and specialized pricing software.
• Strong leadership capabilities, with outstanding communication and persuasive skills adaptable to diverse cultures and organizational levels.
• Demonstrated success in leading change initiatives and fostering consensus within complex, matrixed global organizations.

EDUCATION, LICENSES, CERTIFICATIONS, AND EXPERIENCE

• Four-year degree in Finance, Accounting, Economics, or Business; MBA, JD, CPA or equivalent advanced degree preferred.
• 10-plus years of experience in law firm pricing, financial analysis, or professional services consulting, including five-plus years in a senior leadership role.

At Perkins Coie, we look for self-motivated individuals dedicated to providing value and superior service and who have a high degree of integrity and enthusiasm for their work. We have created a company culture based on collaboration, devotion to serving our clients, and mutual respect. Perkins Coie is committed to advancing diversity and inclusion both within the firm and throughout our collective communities. Work with one of the 100 Best Companies to Work For and receive great health insurance, tuition reimbursement, and paid sabbaticals.

This position is eligible for an annual discretionary bonus, 401(k) plan, medical, dental, and vision insurance, accrued paid time off plan starting at 20 days annually, personal medical and parental leave, up to 10 paid holidays, and family care benefits. More information regarding benefits and programs may be found here.

This position may be filled in the following location(s). The listed compensation range reflects the typical pay for this role, though it is rare for new hires to receive an offer at the top of the range. Actual compensation may vary depending on experience, skills, market conditions, and internal equity.

San Francisco Bay Area compensation range: $276,550 to $497,720 annually

Colorado compensation range: $216,670 to $389,950 annually

Illinois compensation range: $228,660 to $411,550 annually

Los Angeles compensation range: $252,320 to $454,120 annually

San Diego compensation range: $249,120 to $448,360 annually

New York compensation range: $251,410 to $452,470 annually

Washington state compensation range: $228,550 to $411,340 annually

Washington, D.C., compensation range: $246,830 to $444,250 annually

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