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Open nowPosted 3 days ago

Fonoa - Enterprise Account Executive (San Francisco)

deCircle253 open roles

Where
San Francisco, California, United States
Work mode
Hybrid
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Your applicationOpen nowFonoa - Enterprise Account Executive (San Francisco)deCircle · San Francisco, California, United States

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  2. 3.9%3 days
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  4. 15.6%14 days
  5. 33.8%30 days
This job: posted 3 days ago

The posting

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
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