Pricing Manager

You're looking for a change, and so are we. At Venable, we know that every new hire brings valuable experience, new perspectives, and a chance to raise the bar on our approach to how we work. That's why we're looking for a Pricing Manager to help advance the firm's pricing strategy and support profitable growth.

The Pricing Manager will partner with attorneys, firm leadership, and cross-functional teams to develop and execute pricing strategies that enhance competitiveness, strengthen client relationships, and drive financial performance. This role plays a key part in supporting alternative fee arrangements, rate strategy, and matter-level profitability analysis-ensuring pricing decisions are thoughtful, data-driven, and operationally executable.

The ideal candidate will be responsible for...

• Evaluating pricing requests in RFPs, in collaboration with Business Development and Attorneys, formulating appropriate pricing responses, and working with the Business Intake Committee to obtain all necessary approvals.
• Coordinating with Practice Management Team leadership, Division Chairs, Practice Group leadership, Business Intake Committee, and Client Intake, to define, track and measure Firm and client performance for each type of alternative fee arrangement.
• Serving as a key member of the annual rate-setting process, providing analyses and reports on market and internal data relevant to standard rates.
• Working directly with partners to develop pricing approaches tailored to client needs while ensuring profitability and strong commercial performance.
• Educating, advising, and coaching attorneys on pricing strategy, negotiation approaches, and market developments.
• Analyzing and proactively developing new pricing templates for internal review and approval. Ensuring utilization of the pricing templates where appropriate.
• Monitoring and alerting on specific clients/matters subject to stringent or alternative fee arrangements to ensure positive commercial performance for the Firm:
  • Partnering with Practice Management leadership, Accounting, Finance, and Information Technology personnel to design and monitor performance against client/matter budgets, tiered client fee structures, and other key performance metrics for pricing and performance monitoring.
  • Providing regular alerts to Responsible/Billing Attorneys, Practice Management leadership, the Business Intake Committee, AR Steering Committee, and Firm Management based on required KPIs related to client/matter performance.
• Monitoring and advising on client/matter profitability where pricing is a key component to commercial performance:
  • Identifying areas for improved productivity and efficiency and provide recommendations for changes in service delivery aligned with Firm objectives, to include analysis of staffing leverage, revenue realization, costs of service delivery, and performance against established quality metrics.
  • Developing and enable user-friendly tools for capturing critical profitability data as well as easy to comprehend outputs for understanding insights.
• Providing strategic guidance and identifying when proposed pricing/staffing creates profitability risk and recommend alternatives.
• Monitoring and synthesize market pricing and competitor/client trends; translate into practical guidance for Attorneys, Practices, and/or Client targets.
• Building pricing narratives that connect scope, staffing, risk, and outcomes to value (supporting premium positioning where appropriate).
• Contributing to practice-level pricing strategy (rate architecture, discount guidance, packaging options) in partnership with leadership.
• Collaborating with the Practice Management's Business Analytics team and Finance's FP&A team to synthesize data for operational impact, process improvement, and identifying areas of opportunity to enhance the firm's various KPI Dashboards for visibility in Practice Group management.
• Collaborating with the Practice Management's Legal Project Management and Client Solutions team to analyze matter and fee data to inform opportunities for enhancing firm revenue, profitability, and the client experience.
• Supervising, managing, and mentoring assigned staff in accordance with firm policies and procedures promoting an environment of teamwork, collaboration, and accountability.

The successful candidate will demonstrate...

• Bachelor's degree in business, finance, or related field or education/experience equivalent
• Masters, JD, or other related advanced degree preferred
• Minimum of 5 years of experience conducting financial analysis, preparing financial reports, and preparing/analyzing matter budget data within a law firm or professional service firm required
• Experience with financial budgeting software, reporting and modeling tools, or business intelligence packages is a plus
• Must have experience performing comprehensive analyses of financial data (including profitability analyses) and developing financial models and reports. Requires ability to formulate cost, pricing, and forecast models.…