VP, Major Accounts – Legal

This is a fully remote position, open to applicants in New Jersey, +1 more state.

📋 Description

• Take ownership of the commercial strategy for Intapp's most important legal accounts.

• Ensure accountability for annual contract value (ACV) retention, net revenue retention, and the expansion of platform footprint.

• Lead, mentor, and develop Managing Directors with a focus on account growth.

• Create account plans and pinpoint expansion opportunities within significant law firms and legal departments.

• Drive multi-product deals across key strategic accounts.

• Establish and maintain an expansion pipeline with robust opportunity coverage.

• Facilitate account planning by mapping stakeholder relationships, identifying white space, assessing competitive exposure, and evaluating multi-year growth potential.

• Personally engage in intricate expansion discussions with Managing Partners, General Counsel, CIOs, CFOs, and COOs.

• Align Intapp's comprehensive platform, including risk and compliance, time management, practice management, and AI-powered solutions, with client priorities and measurable outcomes.

• Lead high-level negotiations on renewals, expansions, and multi-product agreements.

• Conduct account reviews, forecast calls, and pipeline assessments.

⛳️ Requirements

• Over 15 years of experience in enterprise software sales or strategic account management.

• Proven history of driving expansion and net revenue retention across Am Law 50 firms, global law firms, and large corporate legal departments.

• Extensive experience managing major or strategic account programs within the legal technology or vertical SaaS sectors.

• Knowledge of the differences between account management and strategic growth.

• Capability to lead and develop senior enterprise sellers focused on expansion efforts.

• Experience in coaching on account planning, stakeholder mapping, and engaging with executives.

• Strong comprehension of large law firm partnership structures, governance, buying committees, and technology decision-making dynamics.

• Executive presence to cultivate relationships and influence decisions at the Managing Partner, General Counsel, and C-suite levels.

• Proficiency in building an expansion pipeline at scale, ensuring forecast accuracy, and meeting or surpassing net revenue retention and growth objectives.

• A player-coach mindset, strong commercial instincts, disciplined operational habits, and exceptional executive storytelling abilities.

🏝️ Benefits

• Opportunities for professional development.

• Reimbursement for training and continuing education.

• Modern, open office environments.

• Complimentary lunches.

• Fully stocked kitchens.

• Comprehensive wellness programs.

• Flexible time off policies.

• Family-formation benefits.

• Support throughout the family-building journey.

• Paid time off for volunteering.

• Donation matching program.