Location: Sydney, Melbourne
Contract Type: Permanent
MinterEllison is one of Australia’s largest independent law and consulting firms. With a heritage of almost 200 years, we are known for our excellence, and our authentic and enduring relationships with our clients, our people and our communities. Clients seek out MinterEllison to help them solve complex problems every day. We do this by our full-service legal offering and complementary consulting offering.
We offer opportunities to work on industry-leading mandates for top-tier clients, while being part of a high-performing and collaborative team that values excellence, diversity of thought, curiosity, and inclusion. We value our people and empower them to achieve their ambitions - with the support, trust and autonomy to grow their careers in meaningful ways.
At MinterEllison, we're leading the way with AI and other emerging technologies, powering innovation right across our firm. You will have the opportunity to engage with AI tools we've built, and other external AI tools, to enhance efficiencies and excellence internally and with our clients.
We support sustainable ways of working regarding how, when and where you work and offer a wide range of social, financial and health benefits (see https://www.minterellison.com/-/media/Minter-Ellison/Files/Careers/MinterEllison-Employee-Benefits-Dec_2025.pdf)
The Team
The national Business Development team at MinterEllison is a high-performing and critical component of the Firm’s success. The Pricing function sits within the Clients and Markets Solutions team, responsible for the Firm’s proposals, pricing strategy, market research and insights, and client engagement. The team drives best-practice commercial processes across the Firm and supports the partnership in building and sustaining strong, commercially sound client relationships.
Your Role
The Head of Pricing is the Firm’s most senior commercial pricing leader. This is a role of genuine organisational significance - accountable for the full spectrum of the Firm’s pricing capability, from the rigour of the annual rate-setting process through to the cultural and commercial transformation required to embed value-based pricing at scale across the partnership.
This leader will set the strategic direction of the pricing function, translate that direction into practical outcomes through two direct reports, and serve as the primary pricing advisor across the partnership. It is a role that demands equal parts strategic credibility, commercial depth, executive influence, and people leadership.
The Head of Pricing will be a trusted voice at the leadership table - one who understands law firm economics, earns the confidence of partners, and brings a forward-looking perspective on how pricing capability, profitability, technology, and culture must evolve.
Your Responsibilities
Pricing Strategy & Commercial Leadership
- Set and own the Firm’s overarching pricing strategy - integrating traditional rate-based approaches with value-based and alternative fee models into a coherent, Firm-wide commercial framework.
- Lead the annual rates process at a strategic level, providing oversight, commercial judgement, and executive visibility to the work led by the Manager Pricing.
- Monitor and synthesise market intelligence and industry pricing trends across the legal and broader professional services sectors, surfacing recommendations for leadership and the partnership.
- Develop and embed pricing governance frameworks that provide commercial discipline across practice groups and offices without stifling agility or client responsiveness.
- Represent the pricing function in Firm-wide commercial strategy discussions and contribute to Executive-level reporting on pricing performance.
Function Integration & Team Leadership
- Provide integrated leadership across the team ensuring the traditional pricing and value pricing operate as a coherent, aligned team with shared purpose and complementary capability.
- Take a hands on approach to managing the largest and most complex pricing opportunities across the business.
- Lead, inspire, and develop the pricing team, including two direct reports and the Senior Analyst.
- Foster a high-performance culture of commercial rigour, collaboration, and continuous improvement.
- Coach and mentor team members, building depth across traditional and value-based pricing methodologies, AI-enabled tools, and commercial negotiation.
- Drive alignment between the pricing function and Finance, Data & Analytics, and the broader CMG team.
- Ensure the team are equipped, supported, and empowered to operate at the highest level in their respective remits - and that their work is coordinated effectively on major client opportunities and strategic initiatives.
Value-Based Pricing & Cultural Transformation
- Provide executive sponsorship and strategic leadership for the Firm’s value-based pricing transformation agenda - driving cultural change across the partnership and building appetite for alternative fee arrangements.
- Partner with Managing Partners, Business Unit leaders, Finance, and CMG to identify, design, and implement value-based and alternative fee arrangements (AFAs) suited to client portfolios and service offerings.
- Champion the commercial case for value pricing - engaging the partnership with evidence, frameworks, and commercial narratives that shift mindsets and build confidence.
- Oversee the development of playbooks, toolkits, and governance frameworks that equip partners and CMG teams to have confident value pricing conversations with clients.
- Measure and report to leadership on the adoption, performance, and commercial impact of value-based pricing initiatives across the Firm.
Tender, Proposal & Complex Pricing Support
- Provide executive oversight and strategic input on major tenders, RFPs, and panel renewals - particularly for the Firm’s most strategically significant and complex client engagements.
- Take a hands on approach to leading the largest and most complex opportunities across the partnership.
- Guide and support the CMG and Major Proposals teams in structuring commercially competitive and profitable pricing responses.
- Advise partners and senior stakeholders on pricing strategy for high-value, complex, or sensitive client engagements, bringing the full depth of the pricing function’s expertise to bear.
- Ensure pricing precedents, templates, and guidelines are maintained and embedded consistently across the Firm.
Technology, AI & Capability Development
- Provide strategic direction for the function’s AI and technology agenda, ensuring the Firm’s investment in pricing tools and platforms is aligned with both commercial priorities and long-term capability requirements.
- Partner with the Data & Analytics team and external technology partners to identify, prioritise, and deploy AI-powered solutions that improve pricing accuracy, efficiency, and commercial outcomes.
- Champion a culture of innovation and technical curiosity within the team, ensuring pricing specialists are equipped to leverage emerging tools effectively.
- Ensure appropriate governance, quality, and risk frameworks govern AI tool usage within the pricing function.
You will bring:
- Significant senior leadership experience in a pricing, commercial strategy, or finance role - ideally in professional services, legal, consulting, or a complex B2B environment.
- Deep expertise across the full spectrum of pricing models, including hourly rate strategy, tender and proposal pricing, and value-based and alternative fee arrangements.
- Proven ability to lead and develop high-performing teams, including managing senior direct reports and building a culture of commercial excellence and continuous improvement.
- Executive presence and stakeholder management capability, with the credibility to engage effectively and influence partners, the C-suite, Finance, and clients.
- Demonstrated experience driving cultural and commercial change across complex, partner-led or matrix organisations.
- Strong strategic thinking capability combined with the ability to execute - translating vision into practical frameworks, governance structures, and measurable outcomes.
- Sound understanding of AI and data analytics as applied to commercial and pricing contexts, and the ability to provide strategic direction over a technology-led capability agenda.
- High financial literacy and commercial acumen, including a strong understanding of profitability drivers in a professional services context.
- A degree in Finance, Business, Economics, Law, or a related discipline; postgraduate qualifications are highly regarded.
Ideally you will also have:
- Direct experience in the legal sector with a deep understanding of law firm economics, billing practices, and partner dynamics.
- Familiarity with legal-sector pricing and benchmarking platforms such as Peer Monitor, Thomson Reuters Elite 3E, or Jedox.
- Exposure to BI and data visualisation tools such as PowerBI, Tableau, or Qlik Sense.
- Experience building and delivering pricing capability programs or training for non-specialist audiences across a professional services firm.
- Prior experience in a top-tier law firm or comparable professional services environment.
How to apply
We encourage applications from people of all ages, abilities, cultural backgrounds, genders (including trans or gender diverse), LGBTQ+ people and those with carer responsibilities. We particularly encourage Aboriginal and Torres Strait Islander people to apply.
We prefer to connect with people directly, so please submit your CV by clicking on the 'Apply' button. We encourage all applications, including if you do not meet all the criteria listed for the role. Your application will also enable us to consider you for other opportunities that may be available at MinterEllison.
If you are currently a MinterEllison employee, please apply through the internal careers page.
If you would like further information, require any adjustments throughout the recruitment process or for a confidential discussion, please contact [email protected].
