Legal Pricing Sales Specialist

Role Description

Aderant is a global industry leading software company providing comprehensive business management solutions for law firms and other professional services organizations with a mission to help them run a better business. We are motivated by a collective desire to drive the legal industry to the forefront of innovation. With over 2,500 clients around the world, including 95 of the top AmLaw 100 firms, we are changing the outside perception of the legal sphere;

where there was once resistance to modernization, we are creating a culture that embraces new ideas and technology. At Aderant, the “A” is more than just a letter. It is a representation of how we fulfill our foundational purpose, serving our clients. It embodies our core values and reminds us that to achieve success, every day must start with the “A”.

We bring the “A” to life by fostering a culture of innovation, collaboration, and personal growth. We encourage our diverse teams to bring their whole selves to work – ideas, experience, and passion – to drive our mission forward. Our people are our strength.

• Engage law firms in consultative discussions to understand their pricing strategies, profitability challenges, and business objectives.
• Position Virtual Pricing Director as a strategic solution that supports value-based pricing, margin improvement, and informed decision-making.
• Lead discovery-driven sales cycles, translating firm-specific pricing challenges into tailored solution recommendations.
• Build trusted relationships with senior stakeholders, including Pricing Directors, CFOs, COOs, and Practice Leaders.
• Deliver thoughtful, insight-led product demonstrations that connect VPD capabilities to real pricing and profitability outcomes.
• Collaborate closely with Product, Professional Services, Customer Success, and Marketing teams to align solution positioning and ensure successful client outcomes.
• Support expansion opportunities by identifying additional use cases within existing accounts.
• Maintain accurate opportunity tracking, forecasting, and pipeline management within CRM tools.
• Stay informed on legal pricing trends, alternative fee arrangements, and evolving market dynamics to bring relevant insights to client conversations.

• 5+ years of experience in consultative sales, pricing advisory, financial consulting, or solution selling, preferably within legal or professional services environments.
• Strong understanding of pricing strategy, profitability analysis, or financial performance management.
• Experience selling pricing, analytics, or financial management software is highly preferred.
• Proven ability to guide complex, multi-stakeholder buying processes through value-based, insight-led selling.
• Excellent communication and presentation skills, with the ability to engage senior-level stakeholders in strategic conversations.
• Strong analytical mindset with the ability to connect data, pricing insights, and business outcomes.
• Highly collaborative, with experience working cross-functionally in a team-based selling environment.
• Familiarity with SaaS solutions; experience in the legal industry is a plus but not required.