Senior Sales Field Effectiveness Manager

About the job

The Sales Field Effectiveness Senior Manager is the dedicated enablement lead for Intapp's Legal and Accounting & Consulting (A&C) sales teams. You will work as part of those sales orgs, joining pipeline reviews, forecast calls, and deal strategy conversations so you understand what gets in the way of a rep closing. You will activate our existing sales methodology infrastructure (MEDDPICC, Spotlight.ai coaching, and a tiered certification pathway), adapt it to how Legal and A&C firms buy, and hold the field accountable to it through manager coaching.

• What you will do:
• As a Sales Field Effectiveness Senior Manager, you can expect to:
• Serve as the embedded enablement partner to Legal and A&C sales, building trusted relationships with segment VPs, sales managers, and top reps
• Drive MEDDPICC adoption and CRM compliance at stage gates, using Spotlight.ai deal evidence to find where discovery and qualification break down
• Equip sales managers to run structured deal inspection and coaching conversations from Spotlight.ai data, and adapt playbooks to Legal/A&C buying dynamics, competitive positioning, and objection handling
• Deliver the tiered MEDDPICC certification pathway and run the bi-annual Seller Skills Assessment cycle, turning results into targeted coaching plans and supporting onboarding and ramp for new reps
• Model AI-native selling with Claude and Spotlight.ai, and measure and report the impact of Legal/A&C enablement

• What you will need:
• Intapp is looking for intellectually curious, self-motivated professionals who like to get hands-on to contribute to the overall success of the business and their team. To apply for this Sales Field Effectiveness Senior Manager role, you will ideally have:
• 5+ years in enterprise or B2B SaaS sales, sales enablement, or sales operations, with direct exposure to legal or professional services software preferred
• 2+ years in sales enablement, field effectiveness, or a sales-facing enablement/methodology role
• Demonstrated experience rolling out and driving adoption of MEDDPICC or a comparable qualification methodology, not just delivering training on it
• Experience working with a real-time deal or conversation intelligence tool such as Spotlight.ai, Gong, or Chorus

• What you will gain at Intapp:
• At Intapp, you'll get the opportunity to bring your talents and intellectual curiosity to create better outcomes for our people and our clients. You'll be part of a growing public company, with a modern work environment that's connected yet flexible and where your professional growth and well-being are top priorities. We'll collaborate and grow together, supporting each other in a positive, open atmosphere that fosters creativity, innovation, and teamwork.
• Here, you will have the opportunity to:
• Expand Your Skills: Unlock your potential with professional development opportunities supported by a community of experienced professionals. We offer reimbursement for training and continuing education to help you stay ahead in your career.
• Enjoy Where You Work: Thrive in our modern, open offices designed to inspire creativity and collaboration. Our complimentary lunches and fully stocked kitchens ensure you have everything you need to stay energized throughout the day.
• Support What Matters Most: Our comprehensive wellness and flexible time off programs and our benefits are designed to care for you and your family. Our family-formation benefits and support during your family-building journey ensure you have the resources you need when it matters most. We believe in giving back and supporting our communities with paid volunteer time off and a donation matching program for the causes you care about.
• #LI-TA1

Intapp provides equal employment opportunities to all qualified applicants and will make hiring decisions without regard to race, color, sex, sexual orientation, gender identity or expression, religion, national origin or ancestry, age, disability, marital status, pregnancy, protected veteran status, protected genetic information, political affiliation, or any other characteristic protected by federal, state or local laws.

Please note: Intapp will not hire through text message, social media, or email alone. We will never extend a job offer unless you have been contacted directly by an Intapp recruiter and have participated in the interview process which will generally consist of 3 or more virtual or in person meetings. Please note that Intapp only uses company email addresses, which contain “@intapp.com” or “@dealcloud.com” to communicate with candidates via email. Intapp will never ask for financial information of any kind or for any payment during the job application process. We post all legitimate job openings on the Intapp Career Site at https://www.intapp.com/working-at-intapp/ . If you believe you were a victim of such a scam, you may contact your local authorities. Intapp is not responsible for any claims, losses, damages, or expenses resulting from scammers.