About the role
Source: Paraform - https://www.paraform.com/share/fonoa/cmtk9gpws00020cl6x3m40dzg
Compensation: $155,000-$165,000 base + commission (OTE $310,000-$330,000) + competitive equity + benefits.
Location: San Francisco, CA - hybrid, 1x/week in office. Visa: generally not open to visas (US citizen / Green Card).
About this role
Enterprise Account Executive to drive Fonoa's growth by acquiring and expanding enterprise customers across software platforms, marketplaces and digital services. Own the end-to-end enterprise sales cycle, from building pipeline to closing new ARR and expanding strategic accounts, selling a modern API-driven global tax automation platform trusted by Zoom, Uber and Booking. Work cross-functionally with Marketing, Product, Solutions Engineering and Customer Success.
What will you be doing?
- Generate new pipeline by prospecting into Head of Tax, CFO and Tax Manager personas at enterprise digital platforms and marketplaces
- Manage live opportunities through a structured enterprise sales process (SPICED/MEDDPICC), closing deals valued at $100K+ ARR
- Develop and present value-driven pricing proposals and ROI models to multi-stakeholder buying committees across global markets
- Craft strategic account plans and run QBRs, unlocking upsell and cross-sell over 12-18 month roadmaps
- Build deep relationships with senior stakeholders, positioning Fonoa's API-driven tax solution for compliance, risk mitigation and international scalability
Tools / methodology
Salesforce, MEDDPICC, SPICED (Winning by Design), Challenger
About Fonoa
Tax Operating System for autonomous indirect tax: tax ID validation, real-time tax determination, e-invoicing and returns across 120+ countries. Clients include Canva, Netflix, Spotify, Uber, Zoom, Booking.com. Founded 2018, 260 employees, $195M total funding. API-native, AI-first alternative to Avalara, Vertex, Sovos, Thomson Reuters.
Requirements
- 7-10 years selling complex B2B SaaS to enterprise clients (role intro says 4+ years)
- Track record closing $100K+ ARR deals with multi-stakeholder buying committees
- Structured methodology: MEDDPICC / SPICED / Challenger; Salesforce
- Thrives in a scaling SaaS environment building repeatable sales motions
- US citizen or Green Card holder (generally no visa sponsorship); SF-based, hybrid 1x/week
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