Head of Pricing

About the job

Job Title: Head of Pricing
Location: UK-wide
Salary: Competitive, Dependent on Experience
Contract Type: Full-time, Permanent

About the Role

We’re recruiting for a Head of Pricing to lead the continued development of an established Pricing function within a leading professional services organisation.

This is a senior commercial role for an experienced pricing specialist who can combine strategic leadership with hands-on commercial advice. Working closely with senior stakeholders, Finance and wider Business Development teams, you’ll provide specialist advice on pricing, value and negotiation, helping shape commercially sustainable propositions and support wider business growth.

The successful candidate will lead the Pricing team, set its strategic direction and maintain the quality and commercial impact of its work. You’ll work closely with senior decision-makers on priority bids, new business opportunities, key client relationships and negotiations, using commercial insight and sound judgement to influence significant pricing decisions.

The role will also involve developing the organisation’s wider pricing capability through guidance, technology, analytics, coaching and training, as well as providing pricing expertise to new and evolving service propositions, including technology and AI-enabled delivery models.

Key Responsibilities

Pricing Strategy & Commercial Leadership

• Lead the Pricing team, setting priorities and ensuring the quality, consistency and commercial impact of its work.
• Act as the senior specialist adviser on pricing, value and negotiation.
• Provide commercially grounded advice to senior stakeholders and decision-makers.
• Develop and maintain the strategic direction of the Pricing function.
• Influence significant commercial decisions through clear advice, analysis and practical recommendations.

Client Opportunities & Negotiations

• Lead pricing input to priority bids, panel appointments, new business opportunities and key client relationships.
• Support international pricing opportunities where relevant.
• Help shape value propositions, commercial positioning, fee structures and negotiation strategies.
• Participate directly in client discussions and negotiations where appropriate.
• Provide commercial modelling and recommendations for significant proposals and negotiations.
• Clearly communicate pricing options, assumptions, risks and commercial trade-offs to senior stakeholders.

Commercial Insight & Pricing Capability

• Use market, client, matter and portfolio data to identify pricing opportunities and risks.
• Apply commercial insight to improve future pricing decisions and support sustainable profitability.
• Lead the continued development and adoption of practical pricing guidance, tools and processes.
• Develop the use of technology and analytics to improve pricing capability and consistency.
• Provide coaching and training to colleagues across the organisation.
• Support the development of new and evolving service propositions, including connected services, productised offerings and technology or AI-enabled delivery.
• Provide pricing expertise across selected cross-functional strategic initiatives.

Team Leadership & Governance

• Lead, develop and support the Pricing team, creating a collaborative and high-performing specialist function.
• Set clear priorities and ensure the team delivers a high-quality specialist service.
• Provide specialist input into pricing policies, approval processes and commercial controls.
• Work closely with Finance and senior leadership to ensure appropriate pricing governance.
• Promote consistent and commercially effective pricing practices across the organisation.

Candidate Profile

• Significant experience within pricing, commercial management or a similar specialist function, ideally within a law firm or professional services environment.
• Strong commercial understanding of professional services economics, client procurement and the drivers of rates, fee structures, matter scope and profitability.
• Proven credibility and influence with Partners, senior leaders and other key stakeholders.
• Strong commercial judgement with the ability to provide clear, practical recommendations.
• Excellent analytical and commercial modelling skills.
• Experience with alternative fee arrangements and complex pricing structures.
• Ability to work with incomplete or evolving information and turn it into clear commercial options and recommendations.
• Strong leadership experience, with the ability to develop and motivate a specialist team.
• Highly organised and able to manage competing priorities across significant client opportunities and longer-term strategic projects.
• Strong Microsoft Excel skills and confidence using data and analysis to support commercial decision-making.
• Experience using pricing technology, business intelligence tools or other commercial analytics platforms.
• Strong communication and influencing skills, with the confidence to engage with senior stakeholders.
• Comfortable operating autonomously while working collaboratively across multiple functions.

Desirable Experience

• Previous pricing experience within a large law firm or professional services organisation.
• Experience working with legal sector pricing models and client procurement processes.
• Experience of international pricing opportunities and multi-jurisdictional work.
• Experience developing pricing technology, analytics or business intelligence capabilities.
• Experience supporting new service propositions or alternative delivery models.
• Exposure to technology or AI-enabled professional services delivery.
• Experience developing pricing policies, approval frameworks and commercial governance.
• Professional qualification or relevant commercial or financial qualification.

What Our Client Offers

• A senior leadership opportunity within an established professional services organisation.
• Opportunity to shape and develop an established Pricing function.
• Significant exposure to senior stakeholders and strategic commercial decisions.
• Opportunity to influence major bids, client relationships and commercial negotiations.
• Responsibility for developing pricing capability, technology and best practice across the organisation.
• Opportunity to contribute to new and evolving service propositions.
• Competitive remuneration package.
• Comprehensive benefits package.
• Supportive and inclusive working environment.
• Opportunity to play a key role in the organisation’s continued commercial development.

How to Apply

If you're an experienced pricing professional looking for a senior commercial leadership role where you can influence strategic decisions, develop a specialist team and shape the future of pricing within a professional services environment, we'd love to hear from you.