Senior Sales Field Effectiveness Manager

About the role

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.

Responsibilities

• 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

Requirements

• 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

Benefits

• 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.