VP, Major Accounts – Legal

This is a fully remote position, open to applicants in United States.

📋 Description

• Take charge of the commercial strategy for Intapp's key legal accounts, ensuring accountability for ACV retention, net revenue retention, and the expansion of platform usage.

• Lead, mentor, and develop a team of Managing Directors dedicated to fostering growth.

• Create account plans, pinpoint expansion opportunities, and facilitate multi-product deals within major law firms and legal departments.

• Establish and maintain an expansion pipeline across the portfolio of major accounts.

• Ensure comprehensive opportunity coverage and maintain a disciplined approach to meeting growth targets.

• Actively drive thorough 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 complete platform—including risk and compliance, Time, practice management, and AI-driven solutions—with client priorities and measurable results.

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

• Maintain a consistent operational rhythm of 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 within Am Law 50 firms, global law firms, and large corporate legal departments.

• Extensive experience managing major or strategic account initiatives in legal technology or vertical SaaS.

• Clear comprehension of the differences between account management and strategic growth.

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

• Experience in coaching on account planning, stakeholder mapping, and executive engagement.

• Strong understanding of the operational dynamics within the world's largest law firms, including partnership structures, governance, buying committees, and internal technology decision-making processes.

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

• Ability to build an expansion pipeline at scale.

• Capability to drive forecast accuracy and meet or exceed net revenue retention and growth targets.

• Player-coach mentality.

• Strong commercial instincts.

• Disciplined operational practices.

• Exceptional storytelling skills tailored for senior legal decision-makers.

🏝️ Benefits

• Opportunities for professional development.

• Reimbursement for training and ongoing 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 volunteer time off.

• Donation matching program.

• A collaborative and welcoming culture.

• Equal employment opportunities.