Senior Sales Field Effectiveness Manager

Intapp•Charlotte, NC

2d•Hybrid

About The Position

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.

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

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