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.
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