Enterprise Account Executive

• As an Enterprise Account Executive, you will play a key role in accelerating Fonoa’s growth by acquiring and expanding relationships with enterprise customers across software platforms, marketplaces, and digital services
• As part of our Commercial team, you will own the end-to-end enterprise sales cycle, from building pipeline through closing new ARR and expanding strategic accounts
• This role is ideal for someone who thrives in a scaling SaaS environment, enjoys building repeatable sales motions, and is motivated by delivering measurable value to customers through modern API-driven infrastructure
• You will work closely with Marketing, Product, Solutions Engineering, and Customer Success to refine our go-to-market strategy, strengthen our enterprise sales motion, and drive predictable revenue growth
• You will also become a trusted advisor to customers building and scaling global digital platforms, helping them modernize infrastructure, streamline operations, and support international growth
• Generate a new sales pipeline from prospecting activities into buyer personas such as Head of Tax, CFO, Tax Manager, etc
• Manage live opportunities through an enterprise sales process using our Winning by Design (SPICED) or MEDDPICC sales methodology
• Develop and present value-driven pricing quotations
• Collaborate with clients to establish clear ROI metrics and generate comprehensive impact case studies
• Foster deep relationships with a range of senior stakeholders and clearly position our value proposition of providing an API driven tax solution helping companies with compliance, fine mitigation, and scalability around the world
• Craft strategic plans and conduct QBRs with customers, unlocking clear upsell and cross-sell roadmaps and solution planning for the next 12-18 months and beyond
• Uphold accurate Salesforce hygiene, including comprehensive meeting notes, and deal forecasting
• Coordinate with the wider project team, maintaining a clear communication cadence internally
• Operate with autonomy, swiftly grasping customer needs and pain points

Benefits

• Stake in the company: You’ll have equity in Fonoa so when we win, you win.
• 25 days paid time off (PTO):Relax, recharge, and come back ready to conquer the (tax)w world.
• Team offsites: Departments and teams organize their own offsites throughout the year - to collaborate, strategize, and spend time together.
• Lunch on us: Bi-Weekly team lunches: Bond with colleagues in the office or virtually.
• Home office allowance: Want a more comfortable chair? Need a new monitor? Would you like to make your space more inspiring? Create the perfect setup at home.
• FUNoa: Once a year, we bring the entire company together for learning, bonding, and fun in a unique and inspiring location somewhere in the world.

• Experience managing full sales cycles for enterprise-level deals valued at $100,000+ in annual recurring revenue (ARR)
• Experience using Salesforce (or a comparable CRM system) to manage pipeline, forecast revenue, and track sales activity
• Experience managing multi-stakeholder sales cycles across multiple regions or global markets
• Hands-on experience applying a structured sales methodology (e.g., MEDDIC, Challenger, SPIN Selling)
• Ability to communicate technical and business concepts clearly in verbal and written formats
• Minimum 4 years of experience as an Enterprise Account Executive or in a similar sales role within a B2B SaaS or API-based environment
• Experience developing return-on-investment (ROI) models and business cases in support of enterprise sales, and familiarity with value-based pricing models
• Experience creating or contributing to strategic account plans for long-term customer development
• Experience selling to and delivering presentations to C-suite executives or senior leadership teams
• Proven track record of meeting or exceeding annual revenue targets in startup or high-growth environments