VP, Major Accounts - Legal

INTEGRATION APPLIANCE, INC.; New Jersey; Hybrid; USD 250,000 - 350,000; Full time

Benefits offered by this job

Training reimbursement

Modern offices

Complimentary lunches

Wellness program

Flexible time off

Family-building support

Volunteer time off & donation matching

Job summary

Intapp seeks a VP of Enterprise Accounts to lead Managing Directors responsible for protecting, deepening, and expanding relationships with Am Law 50 firms and major corporate legal departments. You will own a high-value installed base and drive multi-product expansions across the platform, working across complex environments.

You will coach senior sellers, shape account plans, and partner with executives to deepen strategic positions and accelerate revenue growth.

Qualifications

• 15+ years in enterprise software sales or strategic account management with expansion and net revenue retention.
• Experience with Am Law 50 or large corporate legal departments.
• Ability to lead and develop senior enterprise sellers.
• Understanding of how large law firms operate and governance structures.
• Executive presence to engage with C-suite across sophisticated legal institutions.
• Ability to build expansion pipelines and forecast accuracy.
• Player-coach mindset with strong commercial instincts.

Responsibilities

• Own commercial strategy for Intapp’s most strategic legal accounts with accountability for retention and expansion.
• Lead and develop MDs focused on growth, building account plans and multi-product deals.
• Maintain expansion pipeline across major accounts portfolio with disciplined progression against targets.
• Drive rigorous account planning, stakeholder mapping, and multi-year growth potential in each account.
• Lead complex expansion conversations with Managing Partners, General Counsel, CIOs, CFOs, and COOs.
• Ensure the team connects Intapp’s full platform to client-specific priorities and outcomes.
• Lead executive-level negotiations on renewals and multi-product agreements.

Skills

Enterprise software sales

Strategic account management

Team leadership

Executive stakeholder engagement

Legal industry knowledge

Job description

Job Description Intapp is seeking a VP of Enterprise Accounts to lead a team of Managing Directors responsible for protecting, deepening, and expanding Intapp's most strategic relationships across the largest law firms and corporate legal departments in the market. This role owns Intapp's highest-value installed base in the legal vertical — a curated portfolio of major accounts where the opportunity is to grow the breadth and depth of the commercial relationship, not simply renew it. The team operates at the intersection of strategic account management and enterprise sales, working across complex, multi-stakeholder environments to drive expansion across Intapp's full platform. This is a senior leadership role with direct impact on revenue retention, net revenue retention, and long-term account trajectory. You'll lead from the front — personally engaged in the most complex expansion conversations — while building a team capable of doing the same.

What You’ll Do

• Own commercial strategy for Intapp’s most strategic legal accounts, with accountability for ACV retention, net revenue retention, and platform footprint expansion.
• Lead, coach, and develop a team of Managing Directors focused on growth — building account plans, identifying expansion opportunities, and advancing multi-product deals within major law firms and legal departments.
• Build and maintain a robust expansion pipeline across the major accounts portfolio, ensuring strong opportunity coverage and disciplined progression against growth targets.
• Drive rigorous account planning — mapping stakeholder relationships, white space, competitive exposure, and multi-year growth potential within each account.
• Personally lead the most complex expansion conversations, engaging directly with Managing Partners, General Counsel, CIOs, CFOs, and COOs to deepen Intapp’s strategic position.
• Ensure the team connects Intapp’s full platform — risk and compliance, Time, practice management, and AI-driven solutions — to client-specific priorities and measurable outcomes.
• Lead executive-level negotiations on renewals, expansions, and multi-product agreements, while driving a consistent operating cadence of account reviews, forecast calls, and pipeline inspection.

What You’ll Need

• 15+ years in enterprise software sales or strategic account management, with a track record of driving expansion and net revenue retention across Am Law 50 firms, global law firms, and large corporate legal departments.
• Deep experience managing major or strategic account programs within legal technology or vertical SaaS, with a clear understanding of what separates account management from strategic growth.
• Proven ability to lead and develop senior enterprise sellers focused on expansion motions, including coaching on account planning, stakeholder mapping, and executive engagement.
• Strong understanding of how the world's largest law firms operate — partnership structures, governance, buying committees, and the internal dynamics that shape technology decisions.
• Executive presence sufficient to build lasting relationships and influence outcomes at the Managing Partner, General Counsel, and C-suite level across sophisticated legal institutions.
• Demonstrated ability to build expansion pipeline at scale, drive forecast accuracy, and consistently achieve or exceed net revenue retention and growth targets.
• A player-coach mindset with strong commercial instincts, disciplined operating habits, and excellent executive storytelling skills tailored to senior legal decision-makers.

What you will gain

At Intapp, you’ll get the opportunity to bring your talents and intellectual curiosity to create better outcomes for our people and our clients. You’ll be part of a growing public company, with a modern work environment that’s connected yet flexible and where your professional growth and well-being are top priorities.

• 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.

Intapp builds AI software to power the world’s top investment, legal, and consulting firms. Our clients face unique challenges: they must track and manage complex client relationships, navigate strict regulatory requirements, and manage sensitive deal information. We develop software specifically for these needs, helping firms find and win business, onboard clients safely and manage risk, deliver exceptional work, and capture full value. Today, more than 2,700 firms worldwide rely on Intapp, including 95 of the Am Law 100, 16 of the top 20 accounting firms, and more than 1,700 private capital, investment banking, and real assets firms. Intapp has helped firms achieve measurable impact — from 25% more pitch opportunities to 55% faster client onboarding — turning intelligence into competitive advantage. Founded in 2000 and headquartered in Palo Alto, California, Intapp completed a successful IPO on June 30, 2021 (NASDAQ: INTA). Alongside a global ecosystem of partners, Intapp accelerates innovation and integration, ensuring our clients are always at the forefront of transformation.

Intapp provides equal employment opportunities to all qualified applicants and will make hiring decisions without regard to race, color, sex, sexual orientation, gender identity or expression, religion, national origin or ancestry, age, disability, marital status, pregnancy, protected veteran status, protected genetic information, political affiliation, or any other characteristic protected by federal, state or local laws.

We post all legitimate job openings on the Intapp Career Site at https://www.intapp.com/working-at-intapp/.

Intapp will never ask for financial information of any kind or for any payment during the job application process. Intapp will not hire through text message, social media, or email alone. We will never extend a job offer unless you have been contacted directly by an Intapp recruiter and have participated in the interview process which will generally consist of 3 or more virtual or in‑person meetings. Intapp only uses company email addresses, which contain "@intapp.com" or "@dealcloud.com" to communicate with candidates via email.