Senior Director, Strategic Deals & Commercial Excellence

Intapp•Palo Alto, CA

6d•Hybrid

About The Position

The Senior Director, Strategic Deals & Commercial Excellence is a critical leadership role within Revenue Operations, responsible for shaping how Intapp structures, negotiates, and executes its most important enterprise transactions. Partnering closely with the COO, EVP of Sales, and senior account teams, this leader serves as the executive commercial partner across Intapp’s largest and most complex opportunities — bringing financial rigor, strategic judgment, and cross-functional alignment to every deal. Day to day, this role involves advising account executives and sales leadership on deal structure, pricing, and negotiation strategy; leading executive governance for high-value transactions; and building the operating model, frameworks, and analytics that make Intapp’s strategic deals function more effective over time. The ideal candidate brings deep experience in enterprise SaaS deal management, a strong grasp of subscription economics and contract structures, and the ability to work credibly at the executive level.

Requirements

Substantial experience in strategic deals, deal management, revenue operations, or enterprise sales leadership within a high-growth SaaS or technology company, with a track record of supporting complex, large-scale transactions.
Deep expertise in SaaS business models, subscription economics, contract structures, and revenue recognition principles, with the ability to develop financial analyses and business cases that support executive decision-making.
Experience partnering directly with senior sales executives and C-suite leaders on high-value opportunities, including advising on negotiation strategy and customer value positioning.
Strong cross-functional collaboration skills — with a history of aligning Sales, Finance, Legal, Customer Success, and Product teams to accelerate deal execution and remove obstacles.
Exceptional executive communication and influencing skills, including the ability to present deal recommendations, risks, and alternatives clearly to senior leadership.
Proficiency with Salesforce, CPQ platforms, and commercial analytics tools, with an interest in using automation and AI to improve deal operations.

Responsibilities

Serve as the executive commercial advisor for Intapp’s largest enterprise opportunities — partnering with the COO, EVP of Sales, and account teams to shape deal strategy from opportunity development through contract execution.
Lead commercial strategy for complex transactions, including enterprise agreements, multi-year commitments, global deployments, and strategic expansions — advising on pricing, deal structure, negotiation approach, and financial trade-offs.
Drive executive governance and cross-functional alignment by leading deal reviews and approval processes, presenting recommendations and risks to senior leadership, and ensuring transactions meet revenue recognition, legal, and financial requirements.
Build and scale Intapp’s Strategic Deals operating model — developing processes, frameworks, and best practices, and improving deal execution through analytics and AI-enabled capabilities.
Analyze strategic deal performance and commercial outcomes to identify improvement opportunities, establish deal velocity and execution metrics, and translate lessons learned into repeatable practices that strengthen enterprise selling effectiveness.