Senior Field Enablement Lead: MEDDPICC & AI Selling

INTEGRATION APPLIANCE, INC.; Charlotte (NC); On-site; USD 120,000 - 160,000; Full time

Job summary

Intapp is seeking a Sales Field Effectiveness Senior Manager to lead enablement for its Legal and Accounting & Consulting (A&C) sales teams. You will drive MEDDPICC adoption, coach managers, and align playbooks with buying dynamics while leveraging Spotlight.ai and Claude for AI-native selling.

You will work with VPs, managers, and top reps to ensure CRM and deal evidence governance, while delivering certification pathways and ongoing skills assessments across the field.

Qualifications

• 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

Skills

MEDDPICC adoption

Sales enablement

Deal inspection

Deal intelligence tools

Job description

Intapp is seeking a Sales Field Effectiveness Senior Manager to lead enablement for its Legal and Accounting & Consulting (A&C) sales teams. You will drive MEDDPICC adoption, coach managers, and align playbooks with buying dynamics while leveraging Spotlight.ai and Claude for AI-native selling.

You will work with VPs, managers, and top reps to ensure CRM and deal evidence governance, while delivering certification pathways and ongoing skills assessments across the field.