Enterprise Account Executive

As an Enterprise Account Executive specializing in Tax Technology, you will play a critical role in our Commercial team, driving revenue and fueling our growth. Your mission will be to execute our sales strategy toward our Ideal Customer Profile (ICP), with a focus on software, marketplaces, and digital services accounts in tax technology. From prospecting to deal closure and account management, you'll be responsible for the entire sales lifecycle.

Your pivotal role will help refine our sales process, meet performance metrics, and accelerate revenue growth. You will also be/become a subject matter expert in tax technology trends and challenges, leveraging this expertise to add value to our clients and differentiate our solutions in the marketplace.

Sales & Prospecting:

* 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.

Customer Relationship Management:

* 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.

Team

Collaboration:

* Coordinate with the wider project team, maintaining a clear communication cadence internally.

* Operate with autonomy, swiftly grasping customer needs and pain points.

Qualifications:

Basic Qualifications

* Minimum 3 years of experience as an Enterprise Account Executive or in a similar sales role within a B2B SaaS or API-based environment

* 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

* Hands-on experience applying a structured sales methodology (e.g., MEDDIC, Challenger, SPIN Selling)

* Experience managing multi-stakeholder sales cycles across multiple regions or global markets

* Ability to communicate technical and business concepts clearly in verbal and written formats

* Experience developing return-on-investment (ROI) models and business cases in support of enterprise sales, and familiarity with value-based pricing models

Preferred Qualifications

* 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

Fonoa is committed to fair and equitable compensation practices. The US base salary range for this full-time position is $160K-$190K + commission + equity + benefits, and represents Fonoa's good faith and reasonable estimate of the range of possible compensation at the time of posting. Actual compensation will depend on a variety of factors unique to each candidate, including but not limited to, the candidate's years of experience, qualifications, relevant skill set, certifications, and geographic office location.

Pay ranges may vary in different regions based on local market conditions and cost of labor.

To learn more about life at Fonoa and our benefits, please visit

Additional Information

Equal Opportunity Statement

At Fonoa, we seek candidates from a wide range of backgrounds and perspectives, and we are proud to be an equal opportunity employer. We consider qualified applicants for employment without regard to race, color, religion, creed, gender, national origin, ancestry, age, physical disability, mental disability, medical condition, genetic…