director, pricing - Newark - McCarter & English, LLP

Description

McCarter & English is seeking a Director of Pricing and Client Value. This position may be based in either our Boston, MA, Newark, NJ, New York City, Philadelphia, PA, or Washington, DC office. We are seeking a commercially minded Director level professional to shape how the firm prices, scopes, and delivers legal services in a market increasingly defined by transparency, value, and disciplined execution. The Director of Pricing & Client Value will work closely with the Chief Strategy Officer and firm leadership to drive commercial strategy across practices and key client relationships.

This is a highly visible role internally and externally. The Director will serve as a trusted advisor to attorneys, practice leaders, and client teams, helping align commercial decisions with the firm's broader strategic priorities. The role sits at the intersection of pricing, matter strategy, and client value, translating market expectations into practical approaches that strengthen relationships and support sustainable growth.

The salary range for this position is $220,000 - $265,000 annually, depending on experience. If you have the appropriate experience, we invite you to consider joining our team. Candidates who receive an offer of employment will be processed through a background check which will be an individualized assessment based on the applicant's or employee's specific record and the duties and requirements of the specific job. Please send your resume to the attention of Christine Lydon, Esq., at

• Partner with the Chief Strategy Officer, practice leadership, and attorneys to develop and implement firmwide commercial strategies that align pricing, delivery, and client value.
• Lead pricing strategy for significant client opportunities, including RFPs, portfolio arrangements, and alternative fee structures, ensuring commercial decisions reflect both client expectations and firm economics.
• Advise attorneys and leadership on negotiation strategy, risk allocation, and commercial positioning, participating in high-impact client discussions.
• Collaborate with Chief Strategy Officer on annual rate strategy and longer-term commercial planning, bringing data-driven insight into how the firm positions itself in the market.
• Develop advanced financial models and scenario analyses that inform strategic decision-making, including evaluation of staffing leverage, profitability dynamics, and risk exposure.
• Work closely with Matter Performance, Marketing & Business Development, Finance, and other business teams to ensure alignment between pricing strategy and team operational objectives.
• Drive the evolution of commercial tools, playbooks, and frameworks that promote consistency, scalability, and clarity in how the firm articulates value.
• Conduct post-matter and portfolio reviews to identify opportunities to improve commercial outcomes and inform future strategy.
• Monitor industry trends and client purchasing behavior, advising the Chief Strategy Officer and firm leadership on opportunities to refine the firm's pricing approach.
• Provide leadership and mentorship to client value and pricing professionals, fostering a collaborative and forward-looking team environment.
• Bachelor's degree in finance, business administration, accounting, economics, or related field.
• 10+ years of progressive experience in legal pricing, client value, or legal operations within a law firm or professional services organization.
• 5+ years of focused legal pricing experience in a large law firm or corporate legal operations or procurement department.
• Demonstrated ability to advise senior partners and executives on complex commercial decisions, including case budgeting and alternative fee arrangements.
• Strong understanding of law firm economics, including realization, leverage, utilization, and profitability drivers.
• Demonstrated knowledge of RFP and RFQ processes, including specialized bid structures such as reverse auctions and technology-enabled procurement platforms (e.g., Persuit).
• Advanced financial modeling capability with the ability to translate data into clear, strategic recommendations.
• Proven leadership capability, including mentoring or managing professionals.
• Strong communication skills with the ability to collaborate with a cross-functional team of internal and external stakeholders, including the firm's partners, C-Suite, business professional staff, and firm clients.
• Ability to operate effectively in a fast-paced professional services environment.

Preferred qualifications

• MBA, JD, or equivalent advanced degree preferred.
• Experience negotiating annual pricing discussions with corporate procurement groups and/or client legal departments.
• Experience with financial and practice management platforms such as 3E, Aderant, or equivalent systems.
• Certification or experience in creating or improving processes and workflows (e.g., PMP).
• Ability to establish new operational functions and to collaborate with professionals across administrative departments
• Working knowledge of the Intapp product suite.

Note: While the list of essential duties is intended to be as inclusive as possible, there may be other duties, which are essential to particular positions within the class.

Benefits (if FTE requirements met):

• Firm-Paid: Basic life and accidental death and dismemberment (AD&D) insurance and short-term (ST) and long-term (LT) disability benefits.
• Health & Wellness: Comprehensive medical/prescription drug coverage (the Firm pays a share of the cost), including a high deductible health plan with an annual Firm health savings account (HSA) contribution.
• Employee-Paid Voluntary Benefits: Dental and vision coverage, supplemental health plans (accident, cancer and critical illness), flexible spending accounts, optional life and AD&D insurance (supplemental employee, spouse and child) and supplemental STD coverage.
• Retirement: 401(k) plan offering three types of contributions: pre-tax, Roth and after-tax contributions.
• Time Off: Paid Time Off (PTO), paid holidays, and leaves of absence to support work-life balance (e.g. parental leave)

Additional Benefits:

• Free and confidential employee assistance program (EAP) and behavioral health services program
• Firm-paid back-up child/elder care, academic support and pet care program
• Tax-advantaged college savings 529 Plan
• Employee discounts through Working Advantage

Other Compensation:

• Eligibility for discretionary bonus.

McCarter & English, LLP is an Equal Opportunity Employer.

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.