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
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